Danny Wong
6 Strategies to Leverage Sales Enablement and Boost Your Productivity
We’re living in the golden age of sales enablement technology, and innovative companies are taking advantage of this reality by freeing their reps to engage in more value-added activities with key prospects. Effectively deploying various sales enablement techniques can have positive ramifications across nearly all of your sales processes, and it can also transform your … Continued
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Why Outbound Sales Reps Need Creativity As Well As Persistence To Succeed In Prospecting
Creativity is perhaps one of the most underrated skills that can help outbound sales reps transform into top performers. Creative sales reps are able to think on their feet in the face of rapidly shifting circumstances, impress clients with their dedication to innovative problem solving, and brainstorm new ways to add value to the client-salesperson … Continued
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How To Optimize Your Workforce Management Strategy For Mobile Employees
By the year 2020, it is estimated that over 70% of the U.S. workforce will be mobile, or a total of over 105 million workers. At the same time, a recent study by Deloitte on global human capital trends found only 6% of leaders believed their workforce management process was worth the resources invested. These … Continued
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5 Ways to Organize your Lead Tracking Process
Your leads are never defined by a single data point; there are a variety of factors that can affect their suitability, behavior, and buying needs. If you are content with tracking your leads based on one category, it’s much more likely you’ll miss a crucial detail that could determine whether or not they are able … Continued
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6 Ways Salespeople Can Be More Responsive To Their Customers
Responding to customers sounds like one of the simpler components of a salesperson’s job, but there are actually many different factors that contribute to a rep’s ability to do it well. It’s not just about placating your customers; practicing proper responsiveness can help move your prospects through the sales cycle faster and improve the overall … Continued
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5 Inside Sales Skills Reps Can Use To Improve Customer Success Rates
Recent research reveals customer success is a vital component of the overall client experience, and it’s become so important that numerous companies have started to heavily invest in specialized customer success teams. Companies that have high customer success rates have even been shown to have up to a 24% lower churn rate than others. But … Continued
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How to Accurately Measure The Effectiveness of Your Inside Sales Training
Given that U.S. companies spend approximately $20 billion per year on sales training initiatives, it’s no wonder why leadership teams expect to see tangible results from these programs. While it’s certainly possible to evaluate sales training effectiveness strictly from a financial ROI perspective, uncovering the holistic value of inside sales training requires a more thorough … Continued
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7 Characteristics Of A Successful Inside Sales Operation
The performance of individual reps may drive the actions of an inside sales unit, but the overall success of the organization is driven by the team as a whole. Here are several characteristics exceptional inside sales teams share, which enable them to invariably reach their full potential and deliver an outstanding experience for their customers … Continued
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How A Company And Its Representatives Can Transition From Field Sales To Inside Sales
If the trends are to be believed, many B2B sales units have recently transitioned from primarily utilizing a field sales model to bringing their salespeople back to the office to act as inside sales reps. According to the Harvard Business Review, a study indicated 46% of respondents were reporting this shift had taken place. For … Continued
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5 Consistent Challenges For An Inside Sales Team (And How To Combat Them)
Sales is a demanding, yet ultimately rewarding, career, no matter what type of sales you engage in and what segment your product fits into. However, inside sales professionals face a unique set of challenges in their day-to-day activities. These obstacles are inherent to the very processes of inside sales, so leaders and reps must learn … Continued
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