Three Ways Sales Reps Can Be More Productive and Increase Efficiency

By | B2B Sales, Sales Productivity

It’s very true – many of the best companies are struggling with the amount of time their sales reps spend in front of prospects.

Great field sales reps are horrible admins. Don’t believe me?

Ask any marketing director in charge of providing marketing support to a sales team. Ask a VP of sales that’s charged with herding the cattle. At any tier, the response is the same.

I’ve worked with hundreds and hundreds of field sales reps over the years and the absolute best sales reps are coin operated.  If a task gets in the way of selling, they don’t do it.  Why should they?!

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[Case Study] Simple Tactic For Marketers To Impact Dealer Sales

By | B2B Sales, Mobile Productivity Tools

“What are we really getting for our marketing spend?”

I cringe every time someone in sales asks this question!

Actually it’s not a question, it’s statement that sales does not believe in marketing’s contribution.  It is also a sure sign that sales needs someone to blame for missing their number.

Maybe there is also a bit of misalignment or internal chaos between marketing and sales.

I think we all know the impact of marketing on sales performance, but sometimes it is difficult to quantify. Wouldn’t it be really nice if people stop asking this question all together?

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10 Mobile Sales Tool Etiquette Tips to Maximize Sales Meeting Success

By | B2B Sales, Mobile Productivity Tools

Nowadays every field sale person uses some kind of mobile sales tool to do their job.  More companies then ever are rolling out mobile devices for their sales teams to use during sales meetings.

In fact IDC predicts that by 2020, mobile workers will account for nearly three quarters (72.3%) of the total U.S. workforce.

Those in-person conversations are critical for closing opportunities and using a mobile sales tool is proven to be an incredibly effective way to increase your odds of closing that important deal.

Great – right?

Absolutely, but there is one major problem I need to point out. Read More