The Shadows Behind Just the Facts, Ma’am Decision Making

Increase Sales

” For those in sales, understanding how your sales leads, prospects, ideal customers make decisions is a necessity if you wish to increase sales. If 42% of those surveyed are data driven in their decision making, then sales people must invest more time to research the company and better yet tie their solutions to the current and potential future profitability. The human decision making process has been studied by many different entities.

How to Grow Your Microsoft CSP Practice by Digitally Transforming Your Customers

Nimble - Sales

Nimble CEO Jon Ferrara will be a keynote speaker on Tuesday, July 16th at 1:30 PM during the Small, Medium, & Corporate Sales Center’s Partner Demo Experience (PDX) at the SMC Sales Center located at The […]. MS Inspire ‘19 is right around the corner. With that in mind, it’s time to start planning your itinerary!


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5 Tips for Global Sales Leaders Driving Change Management


I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Within these centers, there are thousands of inside sellers with sales functions such as demand response (commonly known as SDR/BDR), account executives, customer success, and solutions consultants/sales engineers. Sales Leadership

3 Common Sales Follow-Up Mistakes That You Might be Making

Jeff Shore

I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. My experience as a consumer and as a sales coach is that there are three common mistakes made in follow-up. Follow-up happens too long after the initial sales call. My wife and I had visited a new home sales community a few years back. When you consistently avoid these three pitfalls in follow-up, your sales will dramatically increase. Sales Pr

Hiring and Keeping Top Sales Talent

Score More Sales

Looking for great sales talent? A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). On the panel were leaders who know their stuff when it comes to finding great sales candidates and how their organizations work to keep talent: Liz Cain, Director, WW Business Development, NetSuite.

B2B Lead Gen: Can you do it cheaper and better inside?


As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead. Sales is sales. Most of the good sales people do not dream of becoming technical experts. B2B Telemarketing Lead Generation B2B Marketing Inside Sale

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Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event.

Don?t Hire the Wrong Outsourced Sales Professionals: 6 Handy Tips

Sales Hacker

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. It’s true that outsourcing your sales to a third-party provider can yield favorable results. There are many outsourcing companies, but which of them can actually hold a sales quota and get results?

Digital Transformation of Sales – Where Culture Meets Technology with Debbie Dunnam, Microsoft

Igniting Sales Transformation

Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. How did you get started in sales, Debbie? I always find it fascinating to learn how my guests end up in a career in sales. In Debbie’s case, she started in sales at General Motors selling auto parts to pay her way through college. Digital sales transformation requires a shift in mindset.