Get the latest content delivered to your inbox.

Strategic Customer Relationships Boost AE Upsells

Post

You closed a deal! Your former prospect has been upgraded to a brand new customer. Signed, sealed, and delivered to their customer service manager (CSM). They are no longer on your radar. Job well done, right? Not so fast. You could actually be...

Stephanie RodriguezStephanie Rodriguez

Announcing SalesLoft User Meetups

Post

SalesLoft users belong to an exceptional class of sales professionals. They're creating modern sales organizations that bring their best to each and every customer interaction. We're continually blown away by the intelligence, innovation, and strateg...

Sunshine LevinSunshine Levin

New ebook: The Handbook for Personality-Based Sales

Post

Modern sales reps know how to adapt to the constant onset of variables within their roles. You take on new technologies for greater efficiency, adjust your sales process to better fit your ICP, and you tailor your sales style to each prospect. While...

Greg KlingshirnGreg Klingshirn

Discovery Call Secrets from a Rep Who Has Done Hundreds

Post

Your discovery calls can have a big impact on the deals you’re working. A positive outcome drives your sales cycle forward with ease, while a lackluster call can have your prospect pumping the breaks. With so much hanging in the balance, you’re p...

Keith Zadig

The Best Days and Times for Discovery Calls

Post

Unfortunately, when it comes to scheduling your first meeting with a prospect, no shows can and will happen. Take a look at your own schedule. Your time is probably dominated by meetings and appointments. Your prospect’s calendars no doubt look pre...

Stephanie RodriguezStephanie Rodriguez

Secrets of the Best Discovery Calls [Infographic]

Post

If there's one moment that sets the tone for your relationship with a prospect, it's the discovery call. Why? It's usually going to be your first extended conversation with a potential customer. It's your first impression as an organization and f...

Greg KlingshirnGreg Klingshirn

3 Key Elements of an Effective Sales Comp Plan

Post

While your company’s mission and improving the lives of your customers can and should be a large part of what motivates your sales team, at the end of the day, their primary motivation lies more along the lines of that scene from Jerry Maguire: SHO...

Keith Zadig

3 Essential Parts of a Successful Discovery Call

Post

Monologues may be celebrated in Shakespeare, but you want to keep your discovery call away from the theatrics and encourage open communication. New research from Gong.io shows that there is a real tactical advantage to increasing the number of verbal...

Stephanie RodriguezStephanie Rodriguez

SDRs Hold the Keys to AEs Account History

Post

Your SDRs and AEs are referred to as a sales team for a reason. Just like any functional team, each member has their own position and their own responsibility. But the best way for any team to rack up points and achieve goals is by working together....

Matt WessonMatt Wesson