Sales Blog
The Sales Team Accelerator Retreat (STAR) Newsletter Blog. Browse for insights and best practices to build peak performing sales organizations.
Five Sentences That Will Change Your Life
By Chris Beall, CEO, ConnectAndSell Recently, I found myself prescribing a script to someone in the most powerful class of salespeople: a CEO/Founder (aka, a C/F). C/Fs, a kind of Big Dog usually given a certain degree of respect compared to, say, an Account...
read moreYour Prospects Are Not Psychic
By Chris Beall, CEO, ConnectAndSell One should always hesitate before pronouncing something “the best,” and be even more circumspect before saying “the worst.” But what the heck? The worst thing I hear reps say to open a cold call is “Did you have a chance to read my...
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At Abbott Laboratories, Allego Drives Higher Engagement
Jake Miller Product Marketing Manager Allego As the old saying goes, “If it ain’t broke, don’t fix it.” There’s no denying that this makes sense at times, but some things don’t look broken until after they’re fixed. This is a story with which Travis Hecker, Senior...
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Modern Sales Onboarding Bridges the Gap Between Training and the Field
Alex Salop Director of Product Marketing Allego Here are two pretty important facts about B2B sales: You need to train your new reps to enable their success, and training isn’t over when your new reps start selling. If you’re looking at how you can improve your...
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Sales Management Strategies : Are Great Salespeople Born or Made?
Jake Miller Product Marketing Manager Allego Are great salespeople born or made? The topic provokes controversy. When you really dissect it (and oh, do people dissect it), you risk winding up in a philosophical debate over whether innate qualities like charisma and...
read moreHow to Hire Amazing Sales Candidates
Jamie Crosbie, Founder and CEO, ProActivate It’s a nail-bitingly tense moment. Everyone is holding their breath, focused on the drama of the launchpad. The countdown drones on. “10...9...8...” Will the rocket shoot skyward? Or will it fail spectacularly? If you are a...
read moreTHREE QUESTIONS THAT WILL IMPROVE FORECAST ACCURACY
By Andy Smith, Senior Vice President, Sales & Marketing, AXIOM Sales Force Development I was recently working with a salesperson in Delaware and, as I stood there glancing over his shoulder at the long list of opportunities he had built up in his sales pipeline, I...
read moreMAKE ACCOUNT REVIEWS A “WANT TO-DO” INSTEAD OF A “HAVE TO-DO”
By Andy Smith, Senior Vice President, Sales & Marketing, AXIOM Sales Force Development Have you ever looked forward to a meeting knowing that both you and everyone involved will come away way afterward much better off than you were going in? Of course you have. But...
read moreCRMs Don’t Make Sales Pipelines Predictable. People do.
By Andy Smith, Senior Vice President, Sales & Marketing, AXIOM Sales Force Development Let’s imagine for a second that you’re a head football coach. You have quality players at every position, but what really makes everything run so smoothly is your quarterback, who...
read moreSales Technology Buyers Guide: How to Ensure Success in 4 Easy Steps
Discovery It seems like these days every sales and marketing seminar has a handful of breakouts or sessions around sales technology or what is now become better known as the "sales stack." This theme within the sales enablement space has only continued to grow, and...
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