In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. This approach simply doesn’t work. Success as a sales rep doesn’t guarantee success as a sales manager, as each role requires different skills and qualities. Even the most seasoned sales reps need proper training to be effective sales managers. When it comes to sales management training, you may have questions like: What is it? What are the benefits? How can you build ..read more

Building relationships is essential in sales. Once you’ve established rapport and earned a prospect’s trust, they’re more likely to make a purchase and stay long-term. Modern sales reps leverage many different techniques to build rapport. Sales mirroring is one that’s especially common and effective. In fact, research shows that sales mirroring can increase sales reps’ closing rates by 17%. Sales mirroring can increase closing rates by 0 % But what it? And what techniques can help you close more deals? In this blog, we’ll discuss what mirroring in sales is and why it’s a powerful approa ..read more

We live in the age of data. But, as it has been said, “Data is like garbage. You’d better know what you will do with it before you collect it.” This is especially true in sales; no metric is used or tracked as much as the win or conversion rates. Despite its importance, many businesses struggle with low conversion rates and cannot explain where they are going wrong. In this blog post, we’ll explore the reasons behind low conversion rates and provide actionable strategies to boost your win rates. What is the sales conversion rate, and why is it important? Sales conversion rate refers to the p ..read more

It’s no secret that sales reps are critical in driving revenue growth. But they’re not doing it alone. Winning organizations understand that sales is a team effort, and sales teams need the right support to be successful. Of course, many teams support sellers throughout the sales cycle. However, two teams play particularly important roles: sales enablement and sales operations. While sales enablement and sales operations aim to boost sales productivity, they’re not the same. Read on as we look at what sales enablement and sales operations are, how they differ, and why the two teams must alig ..read more

When it comes to B2B sales, content is still king. According to the Demand Gen Report, more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. Revenue organizations have heard the message loud and clear, and most invest time and effort in producing content for their sellers to use throughout the sales cycle. According to the recently released State of Revenue Productivity Report, organizations published an average of 642 new assets in 2023. 0 Average number of new assets orgs published in 2023 But simply producing a large volume o ..read more

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. But it will only continue to grow. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels. By 2025 0 % of B2B sales interactions will happen via digital channels When it comes to inside sales, you may have questions like: What is inside sales? What do these te ..read more

While it’s still in its infancy, artificial intelligence already powers so many of our daily experiences – from getting product recommendations on Amazon to depositing a check via your mobile device to asking Siri to compose and send a message to a friend. AI is also transforming the world of business – especially for revenue teams. With AI, sellers can boost productivity and close more deals, and CROs are taking note by investing accordingly. Gartner predicts that by next year, 35% of chief revenue officers will add a centralized “GenAI Operations” team to their go-to-market organization ..read more

B2B buyer expectations are higher than ever, and how they want to interact with sellers is changing. Enablement teams are under pressure to ensure sellers are always ready to deliver outstanding experiences and provide value throughout the sales cycle. Alkami Technologies, a digital baking solutions provider for financial institutions in the U.S., understands these challenges well. The team at Alkami had built a large repository of content for sellers to use throughout the sales cycle. However sellers struggled to leverage this content to engage buyers effectively. That all changed when the ..read more

Is your sales team drowning in a sea of software? This B2B software leader was too. They were overloaded with tools but slashed through the clutter and doubled their win rates. How’d they do it? In this video, Lindsey Plocek from our Product Marketing team, shares their story. Here’s what they did: Key takeaways Aligned their revenue teams: This customer aligned all stakeholders on its revenue team, including executives and leaders from sales, marketing, and customer success. They could set clear expectations and goals by establishing a unified vision and focus areas, such as driving pipeli ..read more

Focusing on enterprise sales can be a great way to grow your revenue. After all, enterprise sales drive a lot of value. Adding those big logos to your customer roster is a great way to build credibility and grow sales. But it isn’t easy. Sales reps going after enterprise deals must be ready to navigate complex selling scenarios. In addition, they must be equipped to address the needs of large buying committees throughout the (often lengthy) sales cycle. Enterprise sales isn’t for the faint of heart. And just because a sales rep is skilled at closing SMB or mid-market deals, it doesn’t mean t ..read more