Great sales managers are great coaches. More often than not, they’ve worked deals “from soup to nuts,” and have “carried a bag” as individual contributors to sales teams early in their careers. Now it’s their job to motivate and...
Emails and phone calls are the two leading prospecting methods. So, have you ever wondered which should come first? Converting a prospect largely depends on the first contact. A prospect’s interest should pique during the first few seconds of the first communication....
No matter how formulaic your hiring strategy, one question comes up time and again: does this candidate have the personality to be a sales representative? It’s a good question to ask, but what is a sales personality, exactly? Should you hire the candidate who exudes...
Everyone is talking about the importance of social networking for better B2B sales, but most approaches look at B2B sales as an organization-wide initiative with direct ROI. As sales reps, do we really care about the ROI of the company Twitter feed if it doesn’t help...