Special Report...
 

The Great Reset

B2B sales leaders are rethinking everything from hiring to onboarding, prospecting and keeping a slice of customers’ budgets. Our special report looks at how COVID-19 has reshaped sales. Insights include:

Download the complete PDF report...

How work from home changes management

In the WFH environment, managers would be wise to manage to the task, not the clock, says Laura Vanderkam, author of “The New Corner Office: How the Most Successful People Work From Home.” Read our Q&A.

5 Negotiation Mistakes to Avoid

Sales negotiation advice isn’t universal, and some is flat-out wrong. Avoiding these mistakes will help reps succeed.

Improving the Post-Sale B2B SaaS Customer Experience

SaaS expansion and renewals depend upon satisfied users and ROI. Post-sales strategies are key to making that happen.

The Greatest Opportunity in 70 Years to Hire High-Performance Salespeople

This is the greatest opportunity to hire high-performance sales talent since World War II ended. But if you're going to do it, do it right.

How to Navigate Pricing In a Pandemic

Businesses are walking a fine line in the COVID-19 environment. One move in the wrong direction - a new sales strategy, price hike or price discount - can move you forward or set you back.

Onboarding In Sales: Training + Leadership

There are three main ways to power up an onboarding program so that it becomes about training tactics as well as overarching leadership of the revenue team.

How Sales Leaders Can Motivate Younger Employees Through Purpose-Driven Incentives

Younger employees are passionate about social issues. Employers would do well to tap into that passion by embedding a sense of purpose into their incentive offerings.

5 Ways to Effectively Use Email Banner Communications

Some hunters profess using every part of the animal. In sales, it makes sense to use every part of your emails.

Bringing Sales Online

Adapting to a digital-first world does not mean fundamentally rethinking who you are. It means rethinking how you engage.

3 Common Data Quality Challenges That Undermine Sales Forecast Accuracy

Data quality is a common reason for untrustworthy sales forecasts. Addressing three factors that cause low-quality data should be a sales management priority.

Pages