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Sales Enablement

The 2024 Guide to Nailing Sales Territory Planning

Getting Started With 2024 Sales Territory Plans Territory planning is one of the most important actions sales leaders take in 2024. Defining which regions and geographies reps will focus on. Drilling down into specific industries within those areas, and assigning the reps with specific skill sets or experience based on that process is oftentimes done…

Sales Enablement

Three Strategies Rev Ops Can Use To Grow Key Accounts

The Role of Revenue Operations in Growing The Business Revenue operations professionals play a pivotal role in connecting the dots in an organization, between people, processes, strategy, reporting, and more. They analyze critical data and metrics to identify areas for improvement and implement strategies that drive revenue growth from pre-purchase through the expansion of customer…

Sales Enablement

CRM Adoption: A Crash Course

There is a certain tool that just about every B2B business leverages in the modern selling world. That tool is the CRM. For those that don’t know, CRM stands for customer relationship management. It is a software tool that enables a business to input records of specific conversations with specific stakeholders at specific accounts. CRM…

Sales Enablement

Sales Efficiency – 5 Ways To Improve It

Introduction It’s safe to assume almost everyone has heard of the phrase “work smarter, not harder” before. As with most valuable lessons in life, this is easier said than done. The daily struggle to be as efficient as possible. In B2B sales, sales efficiency is crucial if you’re looking to stand out amongst other sales…

Sales Enablement

Sales Metrics

I. An Introduction to Sales Metrics In the musical How to Succeed in Business Without Really Trying, the protagonist quits his job and follows the advice of a magical book. The book shows him shortcuts on how to climb up the corporate ladder and ultimately gets him to a position of leadership within the organization….

Sales Enablement

The Benefits of Using Native Salesforce Applications

Salesforce is a pioneer in the technology sector, they’ve created one of the most comprehensive yet intuitive CRMs to date. Whether you have 20 or 20 thousand employees, there’s a genuine chance you’re using Salesforce as your CRM. On top of being a world-class CRM, Salesforce also has an expansive app marketplace, where thousands of…

Account Planning

How to Hit Quota with Opportunity Management

Opportunity management – a term thrown around by sales and operations professionals with vastly different meanings depending on the company. Sales teams have a lot to juggle when it comes to managing their pipeline. How do you ensure your reps are building support within the account and getting wide enough to ensure a higher level…

Sales Enablement

Sales Leaders: How to Keep Your Top Reps in 2022

If there’s one thing 2021 taught us about the job market, it’s this: Things move quickly, and companies that aren’t ready are getting left behind. This year is shaping up to be even more of the same. Right out of the gate, it’s going to be harder and more expensive to retain top sales reps,…