the-gatekeeper-still-holds-the-key Sales Management Related Topics 
Pipeliner
AUGUST 18, 2018
Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Sales People Report that One of Their Top Challenges is Accessing Top Executives.
Bernadette McClelland
JANUARY 15, 2017
How a community still maintains ‘the old ways of doing things’, yet adapts enough to be part of the greater community, especially from an economical perspective, was such an eye opener. Of course, those who refuse to adapt even slightly, are still very much alive and well, just diminishing in numbers.
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Sales Hacker
AUGUST 28, 2019
Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. But coaching salespeople into sales champions doesn’t happen in the extremes. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. Letting them learn through trial by fire. The day started well.
LeveragePoint
SEPTEMBER 21, 2018
Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers.
Sales Hacker
MARCH 2, 2020
So what are the best sales books for helping you reach peak performance? I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Here they are… The 97 Best Sales Books in 2020.
Sales Hacker
SEPTEMBER 4, 2020
Only 48% of SDRs consistently reach their targets according to TOPO’s 2019 Sales Development Benchmark Report, 48%… that’s it. Couple that with an entry-level salary, and you’ll understand why most SDRs do everything they can to be promoted to AE or any position outside of sales. The Three Problems Holding SDRs Back.
OnePageCRM
FEBRUARY 6, 2017
That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. But how do you identify a great sales hire? Not all sales people come from the same aggressive ABC (Always Be Closing) mold. Teams that use coaching see 161% more sales.
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