20 Aug 2022

Sales Coaching, Sales Management
Sales KPI Calculator
In our last blog post Inside Sales Challenges Part1, we started a discussion about the biggest inside sales challenges and discussed lead generation. In part 2 we are going to discuss other big challenges that make every sales manager scratch their head - Measure and Track Sales Process. InsideSales.com after doing thorough research developed the 14 Magic Sales Metrics that the most s...
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27 Jan 2020

Sales Consulting, Sales Management
KAM
You must have heard people working in big companies use the terms "key account management" and "strategic account management" every now and then in their conversations and discussions. But if you ask each one of them “What is key account management?” or “What do you mean by strategic account management”, be assured you will receive a different answer or explanation from each one of t...
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07 Jan 2020

Sales Consulting, Sales Training
Consultative selling in b2b sales
The word 'Selling' is something many people do not like to associate with. They feel 'Selling' is bad or is being pushy. Now even some salespeople don't find the word selling comfort to them. But irrespective of the word 'Selling' people like or not, everyone is seeking the benefits of selling. Whether someone is keen to convince his manager to develop a new idea, wants to influence t...
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01 Jan 2020

Real Estate Selling, Sales Prospecting, Sales Training 1 Comment
Rapport building in sales
You are working on 2 deals parallel for months, both the prospects are the right fit. But after working for months and giving equal effort to both, only one of the prospect signs the deal with you whereas 2nd prospect decides to go with a competitor solution. What really has happened? What has made the deal work with one prospect whereas another one who matched the same as first didn'...
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12 Dec 2019

Sales Consulting, Sales Management, Sales Training
Sales performance culture
Q. What really differentiates a high-performance sales team vs avg. performing sales team? A. Good training that's it, quick answer! OK! As a sales training and coaching firm, you may think that we are just selling the concept of sales training! So don't take our word for granted! Most people believe products, good market access, experienced sales team matters. We definitely...
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13 Jun 2019

Sales Coaching, Sales Consulting, sales CRM, Sales Enablement, Uncategorized
3 mistakes companies make in implementing sales CRM
Do you have a plan to implement Sales CRM in your organization or if you are using Sales CRM already, then keen to know how to improve the ROI? Then from our studies as well as interacting with companies who have successfully implemented the sales CRM, there are 3 common mistakes to be avoided. Not having a sales CRM Strategy The 1st biggest mistake is to roll out sales CRM with...
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15 Feb 2019

Sales Coaching, sales CRM, Sales Enablement, Sales Management, Sales Training
When it comes to sales training initiative, measuring the success of sales training or ROI in terms of business results is not clear. This inhibits many businesses to take up sales training initiatives. Many companies we meet ask this question about sales training. Since I am investing money on this training, how do I clearly measure the impact with respect to business results such as...
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30 Nov 2018

Uncategorized
Sales force automation not giving the results
[vc_row][vc_column][vc_column_text]Sales Force Automation software, sales tracking tools have been some of the latest technology trends to help companies improve field sales effectiveness, sales efficiency resulting in overall sales productivity improvements. Any organization which relies on field sales force would love to have a dashboard of what is happening on sales from prospec...
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