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You've heard that making sales is “an art, not a science.” It's a popular cliché, especially when someone's trying to explain a failed decision in retrospect. When someone trots out that line, what they're usually saying is that “it's probably a science, but I haven't figured it out yet.” Read More

In his seminal book Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com, Aaron Ross describes how he created a predictable pipeline-generating machine at Salesforce using tactics that have come to be known as Cold Calling 2.0. Read More

A multi-channel approach combining inbound and outbound elements is the ticket for your professional services marketing strategy Read More

Remember the boiler room? For those of you who don't, the boiler room was a room filled with inside sales people of dubious character selling investments of even more dubious value. While that's a bit of an exaggeration, many of us still have the impression of sales teams working in large call cent Read More

A review of Jill Konrath's book, SNAP Selling. In her latest book SNAP Selling, the prolific Jill Konrath describes the modern buyer as “frazzled,” and “crazy busy.” With so many demands on a buyer's time and resources, it's difficult for the seller to advance the process to a buying decision Read More

Most insurance agencies have stuck with what's familiar to feed their sales pipelines - traditional outbound lead generation tactics like telemarketing and email prospecting. While we recommend that insurance agencies introduce an inbound marketing channel to their sales process, that approach take Read More

According to the 2014 State of Sales Productivity Report from Docurated, sales reps spend just 32 percent of their time selling. The rest goes to administrative tasks like inputting CRM data and tracking down content to include in presentations. That's a lot of wasted time, and it's completely unne Read More

Everything your sales reps do, from first contact to closing a deal, generates data. How you compile and disseminate that data plays a major role in the current and future success of your team. With the right tools, you can use the data gleaned from day-to-day operations to improve the sales produc Read More

Focus your social media marketing strategy to provide quality content to a tightly focused target audience Read More

Sales technology is your secret weapon for boosting e-commerce conversion rates. Read this article for tips on how to turn those abandoned shopping carts into sales. Read More