You might have the most talented salespeople in the world – reps who are exceptional at engaging prospects, asking the right questions, and closing the deal. But if you don’t get the sales operations piece right, they simply won’t perform as well as they could, because they won’t have the systems and processes in place …

Selling has never been harder than it is right now. Decision-making processes and the solutions we sell are becoming increasingly complex, which has in turn affected the length of the sales process – with 68% of B2B buyers saying their purchase cycle is longer than it was a year ago. A longer sales cycle means …

Thomas Edison once said, “Good fortune is what happens when opportunity meets with planning.” This quote sums up why creating a sales territory management plan is so important. You’re in business to take advantage of the opportunities in your industry – yet you won’t have a shot at reaching them if you don’t have a …

One in five salespeople say the hardest part of their job is qualifying prospects. That’s kind of worrying, because it’s also one of the most vital elements of the sales process. Get your qualification wrong, and you’ll waste a ton of time speaking to prospects who were never a good fit for your product in …

As salespeople, we like to picture the sales process a little like this: We reach out to a prospect Through subtle questioning and persuasion, we identify their business challenges and position our product as the solution Convinced by our expertise, they buy from us But in reality, it doesn’t normally go like that. In fact, …