Every quarter, my clients’ data footprint continues to expand. Whether it’s customer response rates, leads in pipe, or quota attainment, there is always another metric to track. The motivation for this? AI tools and capabilities are expanding at a rapid clip, but they only make sales more efficient if they’re powered by data. The problem is, many clients don’t know what data to … [Read more...] about What Is Sales Data? And How Does It Help You Sell Better?
Warning: Don’t Have Your Discovery Call Without Reading This First
In 1905, Frederick Wells was 18 feet underground in a South African mine when he saw something shiny — a diamond. Half the size of a brick, it was the largest ever found. Today, the estimated value of the Cullinan Diamond is $400 million. Imagine the sensation he felt in that moment, the sensation of discovery. If you’re a sales rep, you might recognize it. You’re on a … [Read more...] about Warning: Don’t Have Your Discovery Call Without Reading This First
What Is a Sales Cycle and How Do You Optimize It for Consistent Sales?
Think about the last time you watched a football game. Did the game jump from the first quarter to the fourth, skipping the middle two quarters? Did the quarterback throw a pass before the ball was snapped? Probably not. There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. It’s no different in sales — only instead … [Read more...] about What Is a Sales Cycle and How Do You Optimize It for Consistent Sales?
Your Sales Tech Stack Is About to Get a Whole Lot Smaller
A few weeks ago, Dreamforce hosted the largest gathering of Salesblazers ever. Our goal was simple: Reveal the potential of data and AI to accelerate faster, smarter, and more efficient business growth across every sales role and industry. In every conversation with customers, partners, and industry analysts, I heard how excited sales teams are to embrace the new era of data … [Read more...] about Your Sales Tech Stack Is About to Get a Whole Lot Smaller
What Are Sales Targets? The Secret to Quota-Hitting Sales Teams
Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. The good news is, setting achievable targets is relatively straightforward. It comes down to regular examination of resources, performance, and potential. Let’s dig into the most important … [Read more...] about What Are Sales Targets? The Secret to Quota-Hitting Sales Teams