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A 5 Step Framework for Transforming Sales Team Performance

By Brian Zang | 2/16/16 12:10 PM

As a leader you are going to have to learn how to change people’s behavior.  It’s a really difficult skill to learn, but once you master this five step process you can get people to do whatever you want.  To put how powerful this can be into perspective here is an awesome quote on leadership from Dwight D. Eisenhower: “Leadership is the art of getting someone else to do something you want done because he wants to do it."

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5 Steps for Cold Calling Success

By Brian Zang | 2/9/16 3:27 PM

Earning your living selling can be a tough business.  Sales is full of rejection so you must have a thick skin and prepare for it as even the best salespeople are getting rejected a majority of the time.  

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The 7 Inside Sales Metrics That Matter

By Brian Zang | 1/26/16 12:40 PM

For an Inside Sales Leader of a team that primarily makes outbound calls, there are ultimately 7 metrics that matter.  Focusing on these will help you consistently move the needle and drive consistent revenue growth for your organization.  

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3 Strategies for Hitting Your Sales Goals

By Osman Sheikh | 11/9/15 11:36 AM

Struggling to hit your sales goals? Turning it around might be as simple as making a few small changes to your process. As always, it's easy to set goals, and more difficult to lay out a path to achieving them. But that shouldn't stop you. To establish consistent success in reaching your sales goals, you need a clear plan, a culture of accountability, and a team that's willing to set aside distractions to focus on the real work. Get started with our 3 simple strategies for reaching your sales goals and improving performance.

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4 Challenges of Building a Sales Prospecting Program

By Osman Sheikh | 11/2/15 11:13 AM

Is your sales prospecting program failing to deliver on your goals? If so, it's probably not for lack of effort. We all invest time and resources in generating new business, but improving performance often starts with taking a fresh look at your process. What are your biggest prospecting challenges, and what tactics have you tried to overcome them? Ahead, we'll cover 4 big challenges – and solutions – to improve prospecting performance.

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5 Steps to Better Sales Pipeline Reviews

By Osman Sheikh | 10/26/15 9:00 PM

Your sales pipeline reviews should be a tool to improve productivity, both during the meeting itself and out in the field. The challenge, as with any meeting, is getting the most out of the limited time that you are able to spend as a group. We've got 5 tips to help you get the most out of your reviews, and keep your sales pipeline running strong.

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Why Your Sales Demos Are Failing

By Osman Sheikh | 10/19/15 1:54 PM

Sales demos are a great opportunity to make an impression, but they can also be a major time drain when things go wrong. 

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7 Salesforce Integrations to Accelerate Sales Productivity

By Osman Sheikh | 10/12/15 12:49 PM



1. Email Tracking & Automation

Email tracking will let you know when prospects open your email and how they interact with the email. What links are your prospects clicking? Are they opening emails on mobile or in the office? All of this information can be found by tracking your sales emails. Email tracking and automation tools like ToutApp also give you data on how effective your emails and email templates are, log emails as Salesforce acitvities, and schedule follow up emails. 

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5 Elements of an Effective Cold Calling Plan

By Osman Sheikh | 9/28/15 9:00 PM

Cold calling remains one of the most effective ways to land appointments and generate business. It can also be a challenge, especially for reps who are new to the concept. This is one area where your strategy can make a huge, meaningful difference in the performance of your reps. One secret is that cold calling isn't really so cold, anymore. Your CRM should contain valuable information about a prospect, before the first call has even been made. That's just one of the topics we'll touch on in our 5 elements of an effective cold calling plan.

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