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A Faster Horse
Sales leaders should not be building dashboards to report on multi-threaded accounts. They should be deploying software that ensures accounts are …. This is where sales coaching software should …
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Customer Retention 101
When it comes to customer retention, especially when looking at SaaS, it’s a no brainer when looking at the time it takes to acquire a new customer versus retaining an existing one….Now how do you make customer retention a priority?…
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All is fair in love and war (and sales?)
The decision to bend or break the rules with the goal of quota attainment in mind is only one each of us can make for ourselves. Some reps are able to make things very black and white, win deals and succeed. Others tend to live in the gray area, deploying various tools like…..
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Building your winning Sales Tech Stack
A winning sales tech stack can help you crush your goals and maximize productivity. There are infinite tools that you can use and all will play a small role in growing your business. However, which ones are going to make the greatest impact?
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Stacking the Cards in your favor
Signing up for a career in sales is essentially agreeing to a career where you lose far more often than you win. Become an Enterprise level closer, and you should be winning thirty-percent of the time. Either way, you are losing more than you win. So the question becomes, “how do I stack the cards…
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Why Your Reps Need Positive Reinforcement, Not Criticism
Go to your lowest-performing rep and find 3 things they are doing that are amazing. Say nice things about them, and then just let it go. That’s right, don’t coach them yet. Just let that ball of confidence roll for a day or two. Then pump them up again, only this time, be on their…
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