5 Habits of a Strong Sales Team

Posted by Rachel Clapp Miller on Feb 5, 2016 8:00:00 AM

Sales effectiveness is driven as much by strong habits of your team as it is by natural talent. Knowing how top teams operate allows you to assess your group against that standard, and coach them in critical improvement areas. Following are five habits of a strong sales team.

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Topics: Sales Talent

Tips for Shortening Your Sales Cycles

Posted by Rachel Clapp Miller on Feb 3, 2016 8:00:00 AM

stopwatch_resized.pngWhen you're in a race, your speed doesn't depend on how many bicycles you have but on how quickly you're able to pedal the one that you're on. The same applies to your sales cycle.

Organizations that are able to shorten their sales cycles are able to work more efficiently moving through more opportunities in a quarter. If you think your organization could benefit from shorter sales cycles, here are five areas where you may want to put your focus: 

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Topics: sales management, Sales Process, Sales Cycles, Sales Execution

The Tools You Need to Build a High-Performing Sales Team

Posted by Rachel Clapp Miller on Jan 29, 2016 8:00:00 AM

If you want a high-performing sales organization, you need the right people on your team. Best-in-class companies have tools and processes in place that help them attract, hire and retain top sales talent.

Here are some key tips to attracting top talent and building a high-performing sales team. 

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Topics: Sales Talent

How to Identify Your Current Customers' Pain Points

Posted by Rachel Clapp Miller on Jan 27, 2016 8:00:00 AM

Identifying your clients' pain points is a key part of the sales process. It allows your sales reps to take precautions to ensure satisfaction. Drawing out and resolving client concerns also creates opportunities to increase sales and build loyal relationships. Following are five tips for identifying customers' pain points.

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Topics: sales performance improvement

How to Use LinkedIn to Improve Your Sales Process

Posted by Rachel Clapp Miller on Jan 22, 2016 8:00:00 AM

Many sales executives understand the importance of getting their teams to use LinkedIn for connecting with prospects and customers. However, many of them lack a line of sight into what their reps are actually doing on LinkedIn.

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Topics: Sales Discovery Process, Social Selling, Sales Conversation

Are Your Leads Sales Ready? These 5 Questions Can Help You Find Out

Posted by Rachel Clapp Miller on Jan 20, 2016 8:04:27 AM

If you're interested in improving sales performance, it helps to qualify your leads before you invest time and resources in a prospect. These days, businesses don't have the luxury of wooing clients for weeks over expensive dinners and drinks. If you identify the most willing and able leads on your list, you'll increase ROI and improve your sales team members' job satisfaction.

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Topics: sales challenges, Sales Process

3 Tips for Building Stronger Relationships with Your Customers

Posted by Rachel Clapp Miller on Jan 15, 2016 8:00:00 AM


Relationship building has become one of the most important facets of any business's sales strategy. Your relationships with your clients or customers can provide the needed advantage that helps differentiate you from your biggest competitors.

Try the following tactics to build stronger relationships with your customers and to create a business that is known for its ability to form long-lasting relationships.

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Topics: Sales Process, Customer Retention

How to Boost Your Sales Strategy

Posted by Rachel Clapp Miller on Jan 13, 2016 8:00:00 AM

The start of a new year is an ideal time to commit yourself and your sales team to achieving even better sales results in 2016.  It starts with a defined sales strategy that is aligned cross-functionally in your organization.

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Topics: Sales Talent

More Resources to Help You Hire and Retain Top Sales Talent in 2016

Posted by Rachel Clapp Miller on Jan 7, 2016 8:00:00 AM

There’s no better place to drive consistency throughout your sales organization than to have a predictable and repeatable process around the way you hire and retain your top sales talent. It’s not just about recruiting the right people. It’s also about onboarding and managing those top players to success.

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Topics: Sales Talent

5 Resources to Help You Hire and Retain Top Sales Talent in 2016

Posted by Rachel Clapp Miller on Jan 5, 2016 7:55:42 AM

There’s no greater place for you to make a continual positive impact on your sales organization than by developing an effective data-based process around hiring, coaching and retaining top sales talent. Without the right people in place to execute, it will be difficult to meet your revenue goals.

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Topics: Sales Talent

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