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The Secret to Better Account-Based Strategy? Sales and Marketing Alignment

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What makes account-based strategy so hard? It’s a straightforward strategy, but it requires one simple thing that very few companies are capable of: consistent, effective communication between sales and marketing. Without proper communication, acco...

Keith Zadig

3 Ways to Be More Proactive About Your Call Coaching

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When it comes to call coaching, the majority of sales leaders fall into one of two managing styles to keep their reps’ skills strong: a proactive or reactive approach. Proactive managers prioritize coaching their reps for the future to help furt...

Stephanie RodriguezStephanie Rodriguez

Creative Ways to Use Customizable "Other" Steps in Your Sales Cadences

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Sales success has always required reaching your prospects where they are. Often times that's at their office via a phone call or at their computer via email. But phone and email don't even come close to covering all the touchpoints used by the mode...

Keith Zadig

The Do's and Don'ts of Automation Rules [Infographic]

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How does an automated sales process sound to you? Putting your lead management, sales engagement, and workflows on autopilot sounds like a huge win, right? Well before you dive headfirst into a sea of automation rules and turn your sales process int...

Stephanie RodriguezStephanie Rodriguez

3 Automation Rules that Maximize Your Reps' Time

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In an ideal world your sales team spends the vast majority of their time engaging with your potential buyer. Unfortunately, your reps get bogged down with additional responsibilities like client management, CRM upkeep, and admin responsibilities in...

Stephanie RodriguezStephanie Rodriguez

Aligning Your Marketing and Sales Teams for Account-Based Success

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If the DC and Marvel franchises have taught us anything, it’s that one superhero may be great, but a team of superheroes coming together is a force to be reckoned with (and box office gold). When it comes to account-based sales, your sales heroes...

Keith Zadig

Increase Cold Call Connection Rates with A/B Call Testing

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A/B testing for sales emails has become pretty standard in most sales processes. Whether your reps test different subject lines or compare the use of GIFs versus plain text, testing confirms which messages generate the best responses from your prospe...

Stephanie RodriguezStephanie Rodriguez

How Modern Sales Professionals Can Make the Best First Impressions

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During each and every interaction you have with your prospects you should exemplify the qualities of a modern sales professional to encourage a business relationship. But while building that relationship, some sales reps allow casual mannerisms in th...

Stephanie RodriguezStephanie Rodriguez

The Tech Inbound SDRs Need to Maximize Response Time

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Few things light a fire under a sales development rep more than a new inbound lead. When a lead fills out a form, downloads some content, or takes any other type of inbound action, an experienced SDR knows that time is of the essence. Luckily, the r...

Keith Zadig