In most business organizations, more than one individual holds decision-making responsibility. This is especially true when there is a large volume order or a very costly item. When multiple executives weigh in on a purchase decision, a salesperson has to work harder...
While many B2B sales executives do not realize it, sales volume and sales productivity are not the same thing. Without good sales productivity, it can cost a company quite a bit of overhead to make just one sale. However, with good sales productivity, it can lower...
Along with the news that sales executives can now measure a real financial ROI to social selling, there is even more reporting available to managers that want to see who on their sales teams are being the most active with InsideView. New Sales Leadership Reports...
It all comes down to numbers right? I was told something very early on in my career “You can’t manage what you don’t measure”. When it comes to social selling, sales executives want to see the benefits of leveraging social intelligence during...