by Seth Kinney | Jan 3, 2023 | Sales Leadership, Sales Tips
Even a well-designed sales funnel can come with its own set of issues. From leads going cold to time wasted on the wrong deals, today’s sales funnel challenges kill your bottom line from both directions: increasing costs and reducing revenue. In this post, we’ll...
by Seth Kinney | Dec 8, 2022 | Channel Sales, Sales Leadership, Sales Tips
While it may seem like some magic list of questions will help your sales team build rapport with leads, it’s a bit more complicated than that. For a salesperson to succeed, they need to build a connection, and that requires attentive follow-up questions. Opening...
by Seth Kinney | Dec 7, 2022 | Channel Sales, Sales Leadership
Most sales teams won’t ever tell you they need training — even when they do. Of course, when you’re hiring SDRs they will need some training to learn the ropes, but what about an established team that’s still not hitting key objectives, even after they’ve...
by Seth Kinney | Sep 12, 2022 | Sales Leadership, Sales Tips
In a perfect world, you’d have a loyal group of customers at exactly the size you desire who would continue doing business with your company forever. But we all know the world is far from perfect. And much like life itself, B2B sales demands consistent growth and a...
by Seth Kinney | Sep 12, 2022 | Sales Leadership, Sales Outsourcing
Build your pipeline, build your revenue: this is the rhythm of almost every successful product-based organization. In fact, research shows that companies who actively manage their pipelines see up to 28% higher revenue growth. But pipeline management is more than...
by Seth Kinney | Sep 12, 2022 | Sales Leadership, Sales Outsourcing
There’s a common misconception among the corporate world that outsourcing sales development requires giving up control. For the most part, businesses are starting to realize that outsourcing actually frees their internal sales team to focus on closing more deals. But...
