What do salespeople want more than anything? The ability to read minds? A phone that always bypasses the gatekeepers and goes straight to the decision-makers? Matthew McConaughey’s character in Wolf of Wall Street as a mentor? Wrong – turns out it’s pretty simple. Their two biggest priorities are to: Close more deals Improve sales funnel …

Training and onboarding schemes for new sales reps can be difficult to get right – but it can be even more challenging to work out how effective they are. With this in mind, I sat down with Jean-Christophe “JC” Bourgade, Co-Founder of 360Learning, a collaborative learning platform. JC has been in a sales leadership role …

A solid sales reporting strategy is essential to any organization. Those who don’t set goals and regularly report on progress and results will – without a doubt – be missing opportunities to boost leads, conversions and revenue. To put this into context, imagine that you’re planning to run a marathon. You probably wouldn’t enter a …

The job of a Sales Development Representative is not easy – it takes a particular kind of person to succeed in this role. As any SDRs will attest to, in the first weeks and months of the role, you can feel like you’ve been thrown into the deep end of a particularly cavernous pool. This …

Sales managers often bemoan the Pareto principle. Also known as the “law of the vital few”, its applications are wide-ranging, but in the context of sales it suggests that 20% of salespeople make 80% of sales. It might not be literally accurate for every organization, but it’s broadly true. That’s because the top performers keep …