Category

Sales Coaching

The MEDDIC Sales Methodology

The MEDDIC Sales Methodology

Ever heard of the Pareto principle? Named after the economist Vilfredo Pareto, this principle registers an unequal relationship between investment effort and...

By Dan Sincavage

How Do I Use Phone Dialer To Make My Sales Calls?

How Do I Use Phone Dialer To Make My Sales Calls?

In every effective list of metrics contact centers must follow to ensure success, there are three things constant in them: quality scores,...

By Dan Sincavage

What Are the Best Practices for Lead Conversion in Salesforce

What Are the Best Practices for Lead Conversion in Salesforce

Salesforce is arguably the best CRM application you can use to align your sales operations with current sales practices. It helps you...

By Dan Sincavage

What Is A Sales Quota Or Goal? Definition And Meaning

What Is A Sales Quota Or Goal? Definition And Meaning

It’s the number that agent’s go frantic about every working day. It’s the number that decision-makers look at to know whether their...

By Matt Goldman

What Is The Meaning Of Pipeline in Sales and Marketing

What Is The Meaning Of Pipeline in Sales and Marketing

There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into...

By Dan Sincavage

5 Important Steps to Transform Your Callers into Customers

5 Important Steps to Transform Your Callers into Customers

Don’t give up on your phone yet! Yes, there are other reliable sources of leads. A phone ringing off the hook is...

By Dan Sincavage

Why Should You Monitor Your Sales Reps Calls

Why Should You Monitor Your Sales Reps Calls

“We have two ears and one mouth, so that we can listen twice as much as we speak.” – Epictetus, Greek philosopher...

By Dan Sincavage

5 Simple Ways to Nail the Discovery Call

5 Simple Ways to Nail the Discovery Call

The average executive has a schedule that resembles Tetris, a tile-matching puzzle video game that's been hugely popular for decades. What this analogy...

By Dan Sincavage

What is a Decision Maker in a Company?

What is a Decision Maker in a Company?

Decision-making is the bedrock of business success. It influences almost every aspect of corporate life, from investment to customer service. A good...

By Matt Goldman

Making The Most of Closed-Lost Deals

Making The Most of Closed-Lost Deals

No sales representative enjoys marking an opportunity as “closed-lost.” After days, weeks or months of working with a lead, the lead reports...

By Dan Sincavage

5 B2B Sales Call Myths You Should Know

5 B2B Sales Call Myths You Should Know

There are several circumstances that may keep your team from being their most awesome. Insufficient training, lack of experience, subpar sales tools…...

By Dan Sincavage

How to Sell a Competitive Product Over the Phone

How to Sell a Competitive Product Over the Phone

According to Smart Calling author and Business By Phone Inc. founder, Art Sobczak, the key to selling on the phone is “relevant...

By Dan Sincavage

8 Must-Have Sales Development Skills for Every Sales Rep

8 Must-Have Sales Development Skills for Every Sales Rep

No matter the type of business, sales and marketing are the heartbeat of growth and development. This makes sales representatives one of the...

By Dan Sincavage

How Should Your Company Consider Customer Lifetime Value?

How Should Your Company Consider Customer Lifetime Value?

What is the value of acquiring one customer? Many marketing campaigns carefully consider this cost. They total up all the advertising and...

By Dan Sincavage