Sales
Sales
Buyer Insights Research: Eliminate the Guesswork!
Your buyers are living, breathing people with individual pain points, interests, and goals. Understanding those people and the paths they…
by OpenViewSales
Use These Individual Sales Stats to Size Up Your Team
Feel like your normal metrics are keeping the view of your sales team muddled? Identify your superstars by tracking individual sales stats.
by jmintonSales
Startup Sales Hiring: Is Big Corporate Experience a Blessing or a Curse?
Building your company's first sales team is a challenging, risky endeavor, and it can be tempting to tap someone with senior experience at an established corporation to bring a sense of stability and order to things. But before you go after the big gun, find out why many experts caution against it.
by OpenViewSales
Salespeople: How to Get Past “I Want to Think About It”
You've had your fair share of refusals, but nothing leaves you hanging quite like the ambiguous "I want to think about it" objection. Discover three fool-proof responses to help your sales reps turn vague indecision into actionable insight.
by Mike BrooksSales
Most Valuable Customers: Where Do They Really Come From?
You might be surprised to learn that your most valuable customers aren’t typically drawn in by your shiny new tactics.
by jminton Sales
The Characteristics You Need to Look for in a Lead Generation Rep
Hiring managers: These are the top qualities the best lead generation reps all share.
by OpenView Sales
Is Your Connection Between Quota and Sales Productivity an Illusion?
Quotas are important, but don't let them rule your evaluation of your sales productivity. Stop focusing on how much your team SHOULD be selling and start asking how much your team CAN be selling, instead.
by Nancy NardinSales
Salespeople: Why You Shouldn’t Make a Mountain out of a BANT-hill
In today’s dynamic market, B2B sales reps need to give up their reliance on something as static (and, frankly, archaic) as BANT.
by jmintonSales
The Quota Setting Key: Don’t Start at the Top
Every year, every quarter, and every month you’re fretting about your sales figures. But if you start at the bottom, you’ll finally find quota setting to be more accurate.
by jminton