A Field Guide to Sales Performance Evaluations [Free Template]

Looking to motivate your sales team to smash their goals next quarter? There are many tools to coach your sales team into the best version of themselves, but one that’s often overlooked is the sales performance evaluation. A sales performance evaluation is a chance for a manager and a sales professional to align their goals […]

How to Send a Follow-Up Email After No Response [+ 19 Examples]

On average, salespeople who send at least one follow-up email after no response reach a 27% reply rate. Those who don’t send one get stuck at a 16% average reply rate. You don’t want that 11-point gap to cost you a major contract or prevent you from exceeding quota. In this post, I’ll show you […]

67 of the Best Sales Enablement Tools of 2024

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job. Touching upon this point, there was a notable 20% increase in the […]

18 Sales Discovery Call Questions that Drive Results

Discovery call questions make or break a deal. As a sales rep, this is your opportunity to build a relationship with the buyer and make a good first impression. The good thing is, your buyer has already expressed interest in the product, all you have to do is identify if they’re a good fit. Easy, […]

Gamification in Hiring: 5 Creative Ways to Make Recruitment Fun and Engaging

Attracting the brightest minds and best talent has become a fierce competition for organizations across all industries. However, conventional recruitment methods often fail to captivate potential candidates, leaving them disengaged and unmotivated. It’s time to shake things up and inject some excitement into the hiring process. Enter gamification—the art of blending game-like elements into the […]

Startup Due Diligence: What it Is & Why it Matters

Did you know that a disagreement between founders can lead to an entire startup business failing? In fact, 65% of startups fail due to founder conflict (Noam Wasserman, author of The Founder’s Dilemmas). Even small disagreements can come to light during the startup due diligence process when investors look into your company before deciding to […]

GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping

Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at HYCU, a series B, venture capital-backed data protection SaaS […]

Overcoming Challenges in Converting Prospects

Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process. How hard? As many as 57% of salespeople reported difficulty converting prospects into customers. If your team is having trouble with conversions, the first thing to do is figure out why.