Building a Successful Inside Sales Team

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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

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  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

4 Challenges to Consider When Hiring an Outsourced Inside Sales Team

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

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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

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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

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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 […]

Opportunity Qualification Process and Criteria

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Opportunity Qualification Process and Criteria Your opportunity qualification process and criteria validate whether a prospect has a need for your offering and is likely to purchase. As the first stage measured in your sales pipeline, qualification is where you narrow down which prospects are intent on continuing their buying journey. The qualification process can be […]

Understanding the Sales Cycle

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  Understanding the Sales Cycle The sales cycle consists of all activities performed by a seller in the span of time it takes to close a deal. Understanding the sales cycle is a prerequisite for defining your pipeline stages and mastering pipeline management. Sales cycles can look very different from one company to the next, […]

The Essential Guide to Sales Pipeline Management

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The Essential Guide to Sales Pipeline Management Sales pipeline management is the systematic process of tracking sales activities and forecasting revenue throughout the sales cycle. Managing your sales pipeline effectively allows you to gain visibility into ongoing discussions, hold your sales reps accountable, and maintain more control over the complete sales process. When it comes […]

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