A very interesting report, called State of Sales Productivity Report, has just been released by Docurated. Compiled from anonymized data from the Docurated sales productivity solution and a survey of 127 sales and marketing executives, the report examines the state of sales productivity from both the sales rep and sales management perspectives. In our first ... Read Post

3 Proven Ways to Find, Reach and Engage Multiple Influencers and Decision Makers Are you talking to all the key stakeholders in a buying decision? Do the decision makers and influencers want to talk to you? Or do they run from you? The importance of identifying and understanding the roles of all the players, uncovering ... Read Post

After studying more than 300,000 sales leads generated by online marketing campaigns, we discovered something that frankly surprised us: 84 percent of website visitors convert on the first visit Now, whereas e-commerce websites may not get conversions until the third or fourth visit, lead generation sites are playing a game of one strike and you’re ... Read Post

Sales can be viewed as a series of races that end December 31st and start the very next day. This is a time of the year as the end of Q3 approaches that many salespeople assess whether they can make their number this year or should slow some opportunities down to get off to a ... Read Post

A very interesting report, called State of Sales Productivity Report, has just been released by Docurated. Compiled from anonymized data from the Docurated sales productivity solution and a survey of 127 sales and marketing executives, the report examines the state of sales productivity from both the sales rep and sales management perspectives. In our first ... Read Post

When I speak with them behind closed doors, many sales managers tell me they feel overwhelmed and underpowered. Even though they are competent, intelligent, well-educated and have the drive to make things happen, they’re often frustrated by the real amount of impact they can really make on their team’s performance. When I ask them why ... Read Post

So I need to go over a topic that I rarely see anyone speak in depth about: Negotiating the Deal! There are some folks who briefly touch the topic, but I’d like to go a little further into it. Because if you cannot do it well or successfully, then you really aren’t going to have ... Read Post

In the last two weeks I have visited with four different companies, meet with a number of leaders, only to discover while all have rock solid strategic plans not a single leader has a sales strategy. Not one of these organizations has a plan, a defined way of saying how they are going to acquire ... Read Post