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6 Things You Need to Zero In On When You're Selling to Small Businesses

By Michael Heyman | 9/14/16 9:00 PM

Small businesses (SMBs) can represent an amazing opportunity for sales orgs.

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What You Should Know Before You Decide on a VoIP Phone System

By Michael Heyman | 8/23/16 1:00 PM
Voice over Internet Protocol (VoIP) is most business’ phone system of choice. VoIP phone systems can save businesses hardware and infrastructure costs, and accelerate business processes, especially sales.
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4 Sales Lessons From My Mentors

By Michael Heyman | 8/3/16 2:26 PM

As I was preparing to bring on a new associate, I was trying to think of the best advice I could give him to get off to a fast start. I wanted to provide him with a “magic bullet” that would instantly hook every prospect he speaks with. Despite my best efforts a “magic bullet” doesn’t quite exist, but what does exist are the core principles I strive everyday to perfect. Throughout my relatively short career I have been lucky enough to have mentors guide me through the constantly evolving business landscape. I have put together the best pieces of advice they have ever given me into four core segments: simplicity, understanding, education, and listening. Depending on your product/business these may not perfectly align, but hopefully they provide an interesting perspective.

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How To Build A Successful Sales Team (Video Interview)

By Osman Sheikh | 5/16/16 3:36 PM

Our Chief Revenue Officer, Brian Zang, recently sat down with Umar Hameed of No Fear Selling for a live interview on building successful sales teams. This 30 minute interview is packed with actionable insights on hiring and managing sales teams. 

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Sales Qualified Leads: 3 reasons why salesforce.com calculates them with opportunity stages

By Charlie Locke | 5/4/16 3:47 PM

For most of my career before I took a management role at salesforce.com, I was measuring the success of our inbound marketing efforts by the number of Leads that converted into Opportunities in salesforce. We called these Sales Qualified Leads (SQL's).

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[New eBook] The High Performance Sales Playbook

By Brian Zang | 4/1/16 4:50 PM

In our eBook, you will learn:

  • How to create a sales culture focused on constant execution and improvement.
  • How to build the right compensation plan for your sales team.
  • A 7-step process to building the perfect sales process.

Download the High Performance Sales Playbook.

 

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How to Handle Objections and Win Business

By Brian Zang | 3/17/16 1:59 PM

What's the best way to handle objections? Creating a sales process that kills objections before you ever hear them.

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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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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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