Author: Brent Walrath

Sales Handoff Template: Keys to Successful Warm Handovers

Congratulations! You just closed a deal, but now, the real work begins. Kick-start your customer’s journey the right way with our downloadable sales handoff template. We created our sales handoff template to help you overcome one of the most challenging parts of customer onboarding: ensuring that the customer implements your solution smoothly with their existing […]

5 Steps to Using a Blank Sales Funnel Template to Boost Conversions

  This post was originally published in June 2019 and has been updated for accuracy and comprehensiveness. The customer begins their purchasing journey at the top of the sales funnel. They continue through the funnel until they have made a purchase decision, which can be fostered by the company’s sales and marketing efforts. By downloading […]

Inside vs. Outside Sales: The Rise of Remote Selling

This post was originally published in January 2019 and has been updated for accuracy and comprehensiveness. How is it that we can be in the year 2024, and the word “sales” still conjures up an image in peoples’ minds of a slick, smooth-talking snake oil salesman going door-to-door performing elaborate demonstrations in an attempt to […]

Building a Successful Inside Sales Team

This post was originally published in February 2020 and has been updated for accuracy and comprehensiveness. Building a successful inside sales team is all about putting the right people in the right positions at the right time. Companies must consider numerous factors, including structure, hiring practices, training, and tools to enjoy sales efficiency and increased […]

B2B Demand Generation: How to Use All-bound Strategies for Business Growth

  This post was originally published in October 2020 and has been updated for accuracy and comprehensiveness. Over time, relying solely on outbound selling methodology can lead to stagnant business growth. While it’s rewarding to see business growth thanks to referrals, networking, and cold outreach, there’s more work to be done. This is where marketing […]

Outsourcing B2B Inside Sales: 4 Factors to Consider

This post was originally published in July 2019 and has been updated for accuracy and comprehensiveness. Many organizations are choosing to outsource their B2B Inside Sales department to shorten the sales cycle, boost conversion rates, and improve productivity.  However, company leaders should know the challenges they must address before choosing an outsourced firm and negotiating […]

How to Calculate Business ROI [+ Free Excel Template Download]

How to Calculate Business ROI [+ Free Excel Template Download]   With the end of the year approaching, many company leaders look to gauge their overall success and plan for the next year. A key component to calculating overall success is determining your business ROI. But what is ROI and why is it an important […]

Sales Pipeline Metrics to Measure

Sales Pipeline Metrics to Measure Once you’re regularly closing new business, you need to analyze your pipeline to see where improvements can be made and how you can optimize your sales process. Sales pipeline management requires meticulous review of your sales team’s performance metrics. How many deals are you closing, and how efficiently are you […]

How to Close The Deal with B2B Sales Closing Techniques

How to Close The Deal with B2B Sales Closing Techniques Closing the deal comes down to understanding your prospect’s challenge, conveying the value of your solution, and collaborating with the buyer to come to an agreement all stakeholders are happy with. Closing is a natural result of a proper sales process, and prospects don’t make […]

Sales Discovery Process

Sales Discovery Process The sales discovery process is a chance for sales reps to learn more about their prospect, the prospect’s organization, and business needs. Reps ask discovery questions to uncover useful information about buyer priorities and decision making procedures, in order to determine if they’re a qualified sales opportunity. In this chapter, we’ll talk […]