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6 Do’s and don’ts of writing a proposal
When you’re getting ready to close a deal, it can feel like you’ve already done most of the work. However, writing a proposal is just as important as the rest of the sales cycle. Here are six best practices to keep in mind. Read More
Sales proposal basics we all forget
A sales proposal is an integral part of closing a deal. Yet, we often forget key elements that take a proposal from okay to great. What's most overlooked? Read More
Electronic signatures: what to look for, what to avoid
Providing an electronic signature option can accelerate the closure of a deal. Before choosing a proposal or electronic signature solution, take time to understand your needs for integration, use cases, and compliance before starting your search—it will make it easier to understand which solution fits your needs. Read More
9 Reasons why you’re not winning more virtual selling deals
If your sales team isn’t closing as much business as you would like, review their sales techniques. Virtual selling isn't the same as selling in-person. And similarly, the virtual buyer experience is different, too. Are you creating a positive experience conducive to winning the business? Read More
4 Ways to boost an underperforming sales team
Sales productivity suffers when not enough time is spent selling. Sadly, only 23% of a rep’s time is spent with prospects and too much time is spent on unproductive work. To free up more time, look for repeated tasks that can be automated, and review your sales processes to ensure they are current with technology, and keeping pace with strategy shifts. Read More
7 Buyer Enablement Strategies for your B2B Sales Team
As much as buyer enablement is about making it easy for your customers to buy, it's also about creating a more empowered and knowledgeable sales experience. Consider your customer's perspective as you start building your strategy: what they’re looking for, why they care about it, the best time for them to learn. From there, you can start considering how your overall sales strategy needs to change. Read More
Buyer Enablement 101: What it is and how to do it
Buyer enablement is the ideal way to create an excellent sales experience for both your team and for your prospects. Here’s how to do it well. Read More
How to modernize your buyer experience
Your customers want to know who you are and they want to feel a connection to you. When you modernize your sales experience, you empower your customers and make the process more enjoyable for both buyers and sellers. Read More
6 Inefficiencies In Your Sales Cycle & How to Use Automation to Address Them
Effectiveness refers to your ability to convert leads, whereas efficiency speaks to your ability to do so quickly. Even the most effective sales teams can be inefficient in their processes, leaving money on the table. Read More
Why you should invest in all stages of the sales cycle
Companies with a dedicated, well-defined sales process experience 18% more revenue growth than companies without one. Understanding how customers move through your sales cycle… Read More
9 things to look for when picking proposal software
Looking for a proposal software can be like looking for the other glass slipper. Here are nine things to consider during your search. Read More
6 ways PDFs harm your sales process
Culturally, we like to point out outdated things, like classic fashions, older phones or computers, political practices that are behind the times. These types of… Read More
The nuances of selling software: how SaaS is different
I have worked in software for over a decade, and still, every time I try to describe what I do to my father, he asks,… Read More
Multi-threaded deals: what they are and how to close them
The world is changing, and the world of sales is changing along with it. Two years ago, the average number of people involved in… Read More
How to make the most out of your sales meetings
Harvard Business Review ran a study where they asked 182 senior managers how they felt about meetings. Of those managers, 72% said that meetings… Read More
5 ways to modernize your sales team
Even if your sales team performs above all of your goals, there's still room to improve. Modernizing your sales strategies gives you a competitive edge. Read More
6 hidden issues that could sidetrack your deal, and how to overcome them
Everyone loves surprises. Well, everyone loves surprises until they’re totally sidelining the sales process and pushing you away from your quota. Fortunately, while some things… Read More
7 signs it’s time to move on from a prospect
Sales is a relationship. You put in the time and effort, you get to know them, find out their quirks, what they like and don’t… Read More
How to use buyer intent data to close more deals
Have you ever wished you could read your pet’s mind? I know I have. How much easier would that make life? Since our communication is… Read More
How to create a sales scorecard
We all love data. And lately, it feels like there’s an app to track everything. As humans, we are continually seeking opportunities to know how… Read More
10 common sales interview questions and answers to get you hired
Sales interviews, especially right now, can be some of the toughest in the market. However, with a bit of introspection, some research on the company, and some stockpiling of great examples and stories, you will blow any interview right out of the water. Read More
9 traits to look for in your next sales hire
Have you ever gone to the grocery store hungry? If you have, you know exactly how bad an idea it is. You get caught up… Read More
7 interesting ways to find your decision maker
Everyone knows the pain of getting to the end of a long sales process, feeling like you’re going to close the deal, only to be… Read More
3 interesting ways to use surveys for sales discovery
How often do you spend a ton of time working on a new lead… only for them to ghost and never become a client?… Read More
How to create feedback culture on your sales team
Have you ever played golf? Convention would lead you to believe it should be simple. All you’re doing is hitting a ball that’s sitting in… Read More
8 creative ways to find B2B sales leads
Once upon a time, sales was predictable. You had a product — it might have been the only one on the market — and you sold… Read More
Three top tips for women in sales
When you think of a salesperson, what do you see? You might imagine a Dwight Schrute-style car salesman in an ugly yellow shirt. Maybe, to… Read More
How to deal when your prospect wants a discount
Picture this: you’re on a roll. You’ve got a great prospect, and everything seems like it’s on track to close. Your customer is excited. You’re… Read More
Keeping it real: Cultivating honesty to build better customer relationships
When I worked at Apple as one of their lead salespeople, the first thing they taught me was that, in order to sell anything, you… Read More