Category: Sales

What Is Sales Development? (And Why It's Important)

What Is Sales Development? (And Why It's Important)

In the traditional world of sales, the spotlight has shined brightly on deal closers, while sales development reps (SDRs) have mostly been left in the dark. Closers have a plethora of books, webinars, videos, software, and other resources dedicated to their role. It’s a stark contrast to the specialization of... Read More»

From Sales Training to Better Prospecting: Why Video in Chatter Matters

From Sales Training to Better Prospecting: Why Video in Chatter Matters

More than 80% of B2B marketers are now reporting great success with using online video as a lead generation and qualification tool. But as many of us are learning, online video is no longer just for marketers. Because of its unique ability to educate and engage, online video is now... Read More»

6 Takeaways for B2B Sales From the Greatest Comeback in Sports History

6 Takeaways for B2B Sales From the Greatest Comeback in Sports History

A recent Harvard Business Review article summarizes lessons businesses can learn from the greatest comeback in sports history: the Oracle team’s unexpected victory over New Zealand in the 2013 America’s Cup. It highlights the value of 'performing with speed' by 'learning at speed', and what it takes to do so.... Read More»

Stop Clogging Your Funnel with Bad Leads

Stop Clogging Your Funnel with Bad Leads

Attracting the wrong kind of clients to your business is like dumping trash into your sales funnel. Soon, it gets so clogged that you can’t move the right kind of clients through it. There’s so much wrong with the traditional sales funnel, and it’s gotten worse in Sales 2.0. In... Read More»

3 Secrets for Creating a Stellar Sales Development Engine

3 Secrets for Creating a Stellar Sales Development Engine

Russ Hearl, head of Sales Development at DoubleDutch, recently joined App Talks to share how he started and scaled his sales development team from zero to 35 in under 18 months, and helped drive incredible growth for the company. DoubleDutch is a high-growth tech company that powers private mobile apps... Read More»

Winner Take All: 4 Tips for Navigating the New Sales Landscape

Winner Take All: 4 Tips for Navigating the New Sales Landscape

In competitive environments, maximizing profits is crucial to success. This holds true in every industry—but recent trends have particularly important implications for sales operations. An emerging purchasing trend—which is as troubling as it is exciting—is the effort by large companies to reduce their number of suppliers. These organizations have specialists... Read More»

Making the Most of a Mobile Workforce: Unlocking Back Office Applications On the Go

Making the Most of a Mobile Workforce: Unlocking Back Office Applications On the Go

Our world is becoming “mobile-first.” More than a buzzword, mobile-first reflects a whole new way of thinking about the products we build and the process of selling, using, and servicing them. It’s an opportunity to gather rich layers of data and reach customers anywhere, at any time. But the mobile... Read More»

What Sales Can Learn from Sports Coaching

What Sales Can Learn from Sports Coaching

It's vital to sales success that managers are given the time, resources, and expertise to coach reps. If a sports team failed to train outside of dedicated practice sessions, if the coach said he was “too busy to coach” because of all the other things he was responsible for, fans... Read More»

QUIZ: Are You a Social Selling Expert?

QUIZ: Are You a Social Selling Expert?

Over the last few weeks we've published a number of post on the topic of social selling. We've covered the basics of social selling in a handy infographic, the crucial do's and don'ts in a helpful SlideShare, and even published two e-books empowering salespeople to be their own marketers. This... Read More»

5 Insider Tips for Small & Medium Businesses at Dreamforce

5 Insider Tips for Small & Medium Businesses at Dreamforce

Just because you’re considered a small or medium business doesn’t mean you can’t disrupt the industry and compete with the big brands. That’s why going to Dreamforce—and, more importantly, getting the most out of Dreamforce—is crucial for small and medium businesses. Here are 5 tips to help you do that:... Read More»