The IDC predicted that within just 2 years, 72% of the US workforce will be ‘mobile’ as the rest of the work population catches up with the sales profession, for whom over 70%...
Read MoreThe information age delivers us an unending stream of sales-related metrics. But when it comes to sales performance management, does this torrent of data leave you happily...
Read MoreSales kickoffs have a cluster of important goals: Motivational, inspirational, informational, educational and strategic to cite just a few. Little wonder then that the impact...
Read MoreOver the next 4.5 minutes, you’ll decide whether this was a great article, just about worthwhile or a complete waste of your valuable time - appreciating you may make that...
Read MoreThis blog post first appeared on LinkedIn.
Read MoreOne of the most enlightening things was said to me by a prospect last week on one of my sales calls, when I asked about how seriously their managers take coaching within their...
Read MoreLet’s face it, we all make bad hiring decisions - at least with the benefit of hindsight. Whilst we may strive for sifting and recruitment strategies that should leave us with...
Read MoreEmail outreach is a component of sales that, in these days of widespread automation and technical wizardry, is often under-appreciated and frankly taken for granted. Make no...
Read MoreSales reps who receive just 3 hours coaching a month, boost their revenue by 17% according to a study by the Sales Executive Council. So I was keen to see how much that could...
Read MoreSaturday morning’s normally start the same way for me, a cup of tea on the sofa with a peruse of the paper followed by James Martin’s Saturday Kitchen whilst I think up my...
Read MoreIn a previous blog I posted on SaaScribe, I banged the drum for the average sales person – hiring a team of rock stars may be an aspired goal, but its not a realistic one where...
Read MoreWe’ve been on somewhat of a hiring drive here recently at Refract. With hiring new sales guys comes the responsibility of getting reps up to speed as quick as possible. I speak...
Read MoreHow much does it cost to create a qualified opportunity in your business?
Read MoreYesterday was International Women’s Day. I’m sorry to admit that I only knew that because Google told me (good old Google). Now, I’m in sales and so my first thought was...
Read MoreLooking beyond Minimum Acceptable Standards and making every evaluated call result in performance improvement.
Read MoreLast week I spent some time with a Senior Head of Enablement at a Fortune 500 company, understanding their current approach to sales coaching. I went through some key...
Read MoreAre you a manager? If you are, it’s very possible that you spend at least a small part of your otherwise-extremely-busy day putting out fires and scraping deadlines lamenting...
Read More“Getting an audience is hard. Sustaining an audience is hard. It demands a consistency of thought, of purpose, and of action over a long period of time.”-Bruce Springsteen What...
Read MoreYour practical guide to succeeding with Remote Sales in challenging times.
In this book, you'll discover the keys to coaching a successful SaaS sales team in under 90 minutes a week.