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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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What Sales Managers Need to Know About CTI

By Osman Sheikh | 9/21/15 1:32 PM

What are the most important tools your reps have for growing skills and closing deals? If your team is like most, then your CRM and telephony system will be near the top of the list. Integrating CRM and telephony is one of the best ways to improve performance, and the process is simpler than you might think. Read on to learn more about CTI (Computer Telephony Integration), and what it can do for your business.

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5 Tactics for Getting More Leads at Dreamforce

By Osman Sheikh | 9/14/15 9:00 PM

Dreamforce is huge, and attending is a big opportunity for anyone in the world of sales. Where else can you find so many industry leaders in one place, ready to share their knowledge about the present and future of sales? It's also a great networking opportunity, with a chance to gain valuable new relationships across the sales spectrum.

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4 Signs You're Selling to the Wrong Market

By Osman Sheikh | 8/17/15 4:28 PM

Honing in on the right targets requires patience, and a willingness to think critically. It's also a constant process. As your business evolves and grows, your ideal targets might change, too. There will always be opportunities to add new targets to your list, and to “trim the fat” by removing targets who aren't providing the necessary return on your investment of time and resources.

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4 Tips for Faster Sales Onboarding

By Osman Sheikh | 8/12/15 9:00 PM

Onboarding new reps is a big task, and optimizing your process is a great way to get your new people off to a running start.

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3 Ways to Revive Dead Sales Leads

By Osman Sheikh | 8/10/15 9:00 PM

Is a dead lead really dead? It takes a lot of effort to locate, engage, and nourish leads, so there's no reason to call a lead dead until you're absolutely sure.

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5 Tips for a Well Managed Sales Pipeline in Salesforce

By Osman Sheikh | 8/5/15 9:00 PM

It should come as no surprise that Salesforce is one of the most popular CRM options in sales rooms across the world. It's reliable, customizable, and built for the needs of the modern sales manager.

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How to Motivate Your Sales Team with Data

By Osman Sheikh | 7/29/15 9:29 PM

Your reps have access to tons of data. No matter which sales skills a rep wishes to grow, there's a metric that will help them plot the correct path to improvement.

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