Qualifying prospects is an integral step of every sales process. However, spending too much time on just this step might not be the most productive use of your reps' time. This is where a sales methodology like MEDDIC helps.  What is the MEDDIC Sales Process? The MEDDIC sales process is based on a simple and […]

Are you one of those who always reach the end of a deal, only to see it fall through unexpectedly? In all probability, this could be because you were following the wrong sales model in your organization. There was a time when relationship-building and problem-solving models were popular. However, as time progressed, the Challenger sales […]

Blade Runner, Ex Machina, I Robot, Her, 2001: A Space Odyssey... These are the names that often come to our minds when we think of Artificial Intelligence.  Hollywood has successfully (but incorrectly!) ensured that a commoner’s definition of AI revolves around robots, the mass extinction of humans, flying cars, and other preposterous myths.  In reality, […]

Unless you were living under the rocks, the chances of you not hearing about Artificial Intelligence and Machine Learning are slim. These two disruptive technologies are found everywhere today, right from your banking website all the way to your smartphone.  Often, these two buzzwords are used interchangeably; Although both seem similar, they’re both vastly different […]

Ever wished for your sales performance to increase perennially? Ever wondered what it takes to boost your team performance?  The answer you are looking for is sales coaching.  Studies show that sales coaching and mentoring play an essential role in improving the performance of frontline managers, according to 74% of leading companies.  With times changing […]

Here’s something interesting: The average SDR (sales development representative) tackles 265 leads per month.  And SDRs who make 12 contact attempts instead of the average of 8 contact attempts perform 16% better!  The quality of the calls made by SDRs matters just as much as the number of leads handled or the number of contact […]

Sales coaching software helps sales managers train their teams in a more efficient, sales-driven manner. The entire goal of software sales coaching tools is to enhance the rep’s performance and the return on investment. Considering that each individual has their strengths and weaknesses when it comes to sales, the software helps them reach and exceed […]

The global COVID-19 pandemic has driven businesses everywhere to shift to remote working, making virtual meetings and video calls a regular occurrence for everyone. A lot of productivity and video conferencing tools have become indispensable during these times. Two such tools are Google Meet and Zoom.  In this blog, we will discuss their pros and […]

Have you ever ended a phone call and tried to replay the conversation in your head? There may be instances where you forgot to share a valuable piece of information with the client or described a solution in a more lucid manner. Here is where call transcriptions do their magic. They convert your calls into […]

Have you ever thought about how many outbound calls per day are made by a sale rep? On average, a sales rep makes around 52 calls per day. Of which nearly 15% of the time is spent over leaving voicemails! However, at the end of a month, it doesn’t matter how many outbound calls per […]