Remember the character Biff Tannen from the Back to the Future trilogy? He had a sports almanac that contained the results of every future major sporting event till the end of the century. And he used that to get filthy rich. Now, Biff may have been a bully and a less than moral character in […]

Sales productivity is undoubtedly one of the major concerns of every sales leader, and most, if not all, sales professionals.  All of us want to be in that peak productive state where we do everything we care about really well in the time we have. With low productivity, you waste time, resources, effort and money. […]

Ever feel like there's more to sales conversations than meets the ear? You're right. Beyond the "how many calls did you make" metric lies a treasure trove of insights – customer needs, buying signals, even hidden objections. But capturing and analyzing these golden nuggets can be a time-consuming nightmare.  This is where conversation intelligence steps […]

Have you ever heard a competitor bragging about their sales magic formula? It turns out, a lot of that magic might be powered by AI. Sales leaders everywhere are facing the fear of missing out on the latest AI sales productivity tools that can help your team close more deals. We've compiled the top 5 […]

Discovery calls are the cornerstone of a thriving sales pipeline. But simply connecting with prospects isn't enough. To truly resonate and convert leads, you need to do a thorough needs assessment. This guide dives into the art of the needs assessment, exploring its importance, common pitfalls, and the secret questions top sales reps leverage to […]

Feeling the pressure to ramp up your sales team's performance for this and next quarter? Every sales leader is perpetually in that position. Always need more. But, as you may know, in sales, optimizing productivity is the golden ticket to revenue growth. But how do you measure sales productivity beyond just the bottom line? This […]

Ever wonder how some sales teams consistently crush their quotas while others seem to perpetually struggle? The answer often lies in sales productivity, and in 2024, it’s specifically about increasing sales productivity with AI.  It's not about working harder, it's about working smarter. Sales productivity refers to how efficiently and effectively a sales team uses […]

Sales conversations can feel like a guessing game. You pitch benefits & features, but are you hitting the right buttons? Enter the Sandler Pain Funnel. It's a framework that flips the script. Instead of pushing your product, you uncover your prospect's true needs and frustrations. Think of it as a roadmap to unearthing hidden desires […]

Think your customers are tired of the same old "features and benefits" spiel? The truth is, traditional sales tactics are about as effective as using a rotary phone in the age of smartphones.  Today's buyers are smarter, their needs are complex, and they expect solutions, not just products. This guide dives into the world of […]

Let's face it, hiring great SDRs can feel like searching for a unicorn. You know they're out there, these prospecting powerhouses who can fill your pipeline with qualified leads. But between the competition for top talent and the challenge of finding the right fit, building a stellar SDR team can be a real headache.  The […]