Upselling existing accounts to generate new business is one of the most difficult sales techniques because it combines two profoundly different skills: sales and customer success management. A rep who can successfully upsell without sounding obvious or contrived is a...
How much time is the right amount of time to spend on pre-call research? Should sales reps spend three to five minutes before calls, or should they allot three to five hours? The answer is difficult to pin down, and often varies between companies and sales roles. We...
The actionable leads your organization can acquire through outbound prospecting can make it one of the most crucial components of your pipeline construction. We think every organization that requires their reps to outbound prospect needs to start with the three basic...