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Want Better Pipeline Coverage? Start Doing These Two Things

When the stakes are high and quota is on the line, your sales reps knee-jerk reaction may be to focus of the accounts that are later in the sales cycle. Their rationale is that the rest of their pipeline can be put off until an account warrants their...

Stephanie Rodriguez

Nurturing Strategies to Take Your Prospects From Cold to Close

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There are a number of reasons that an opportunity may need to be marked as “Lost.” Maybe the account is in another contract, going through changes in management, or they “just can’t make it happen right now.” Whatever the reason, it doesn�...

Stephanie Rodriguez

How to Get Your Salesforce Ready for Account-Based Selling

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Teams using an account-based approach must align their sales efforts across their organization in order to efficiently penetrate their targeted accounts. This requires a complete awareness of which accounts are being worked, which contacts within the...

Keith Zadig

4 Ways For Your AEs to Self-Source Their Pipeline

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“Don’t wait for mama bird to feed you.” An account executive used this phrase with me recently as we were discussing pipeline sourcing, and I thought it was telling of the strategy being employed by many of the companies we speak with each day...

Stephanie Rodriguez

Consistency is Key: Building a Sales Process Your AEs Will Actually Use

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Between inconsistent pipeline management and difficult-to-track metrics, more and more modern sales leaders are putting standardized sales processes in place for their account executive teams. And the efficiencies gained from such effective sales pro...

Stephanie Rodriguez

New ebook: The Sales Leader's Guide to AE Success

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While the sales leadership roles of today look very different from those of just ten years ago, the focus of those roles has stayed strikingly consistent: maximize revenue and get the best out of your people. However, the tactics required to achie...

Matt Wesson

Our Sales Team Can't Live Without Team Cadences. Here's Why. [Video]

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It's rare and exciting when a new piece of technology comes along that changes the way you work to a degree that's irreversible. Technology that, now that you have it, you can't imagine giving up. For the SalesLoft sales organization and many of our...

Keith Zadig

Your Contract Process is Losing You Money. Here's How You Fix It.

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Contracts are a necessary part of buying and selling goods, especially in the B2B sales world. Gartner estimates that 60-80% of B2B deals are managed by contracts. It's surprising then how many companies leave the contract process up to chance or a s...

Matt Wesson

7 Buyer Personalities and How to Sell to Them [Infographic]

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The world is full of unique and interesting individuals. As a sales professional, it's your job to master communication with each person you come into contact with, be it a straightforward CEO or a talkative and inquisitive VP of Sales. And you know...

Greg Klingshirn