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Sales management is a challenging, exhilarating (often stressful) role — but you don’t need me to tell you that! With so much pressure (and emphasis) on achieving targets, it’s far too easy to get distracted by the headline number. As a result, you risk overlooking other performance indicators that increase your team’s performance and help ...

If you’re in a recurring-revenue business, you already know your customers can be fickle. They’ll subscribe, then not renew. Or they’ll just never use the service and walk away. Or they’ll take your free trial or sign up for your free service tier and use just a little, but never enough to pay. Subscription businesses ...

And What You Can Do About It In The Next 5 Minutes Editor’s Note: We are pleased today, as we announce an ongoing commitment to bringing worktools into our platform, to publish the first of many articles by our new integration partner, PandaDoc.  Our Apps Marketplace continues to grow, and we are happy to share the ...

Social Buying Signals: How to Identify Your Ideal Customers Online (#SSHour Highlights) Mondays at 1pm PT , you’ll want to drop by a Twitter chat (#SSHour) focused on the topic of #SocialSelling. Are you thinking…What’s a Twitter chat? A Twitter chat is a recurring,  public Twitter conversation at a scheduled time. The participants tweet with ...

Editor’s Note: This is Part 2 of Bruce Boyers’ interview with sales consultant and sales recruiting expert Jim Keenan. From our Titans of Sales Interview Series. Part 2: Social Selling and Persuasive Techniques Can you do all the discovery that you need to do in a cold call? Very good question—you can’t. The cold call ...

We gathered some important new information from recent studies and reports about CRM present and future, CRM ROI, and the resurgence of emotional marketing, We’ve summarized it here, so you can easily see “just the facts” as in the old series, Dragnet. We think good ol’ Sergeant Friday would be proud of us! Gartner Reports ...

Is managing a sales team today any different from managing one before the social media era?  In some ways, no, and in some ways, yes. Despite the fact that great “social selling” is really just great selling empowered by the reach and direct engagement that social media platforms promise, there are some important ways in ...

CRM solutions can be tremendous sales tools, but the old rules about customer relationships still apply – and still contribute to successful sales. Although I survived – and often thrived – as a salesperson before I started using CRM software, I can’t imagine going back to a bulging Rolodex and file folders and paper scheduler. ...