For any fast-growing sales organization that’s hiring or acquiring, nothing’s more important than assuring rapid ramp-up. There are many elements that go into ramping-up new salespeople successfully. Here are just a few for which you’ll need to equip your salespeople: Product knowledge (product families, product benefits, configuration, pricing) Company knowledge (internal experts, who’s who) Competitive knowledge Industry …

Account Based Marketing, or ABM, is when Marketing and Sales take a coordinated approach to generating revenue from specific accounts. Of course, focusing on specific accounts is not a new concept for sellers. The idea that marketing messages and activities should be targeted toward specific accounts to help sales generate more revenue is fairly new. Marketing has, in …

“Most of us spend too much time on what is urgent and not enough time on what is important,” wrote Steven Covey in his business/self-help book The Seven Habits of Highly Effective People. SiriusDecisions wrote a great article that explains how sales professionals should apply Covey’s four-quadrant approach to increase productivity. The article is titled, …

If you’re looking for the top sales software to drive sales performance, I’ve got great news for you. You’ll find everything you need in our 4th annual Top Sales Tools of the Year Guide. Use this guide to find the best sales solutions designed for B2B sales organizations of all sizes. You’ll learn about: The …