3 Key Leadership Lessons for Building Highly Motivated Sales Teams
David Weiss, enterprise sales director at Outreach shares three key lessons on leadership to help build high-performing sales teams.
Why You Should Switch Your Call Blitzes to Video
Lacking the face-to-face experience can be a difficult way to form a relationship. Video gives you a new way to engage your potential buyer.
Pivot Strategies and Technology to Master Sales Digital Transformation
Some of the biggest changes that happen during a sales digital transformation involve using data and insights to better understand customers.
Without Data, We’re Just Salespeople with an Opinion
Data teaches us the most important lessons: what went right or wrong, what can be improved, and what path forward we should take.
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – September
In “The Monthly Rundown” series, I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds.
A Place for PreSales: Creating a New Sales Community
Presales professionals historically haven't had many resources. That is, until James Kaikis and Yuji Higashi set out to create them.
Why ROI Selling is the Key Ingredient to Business Growth
How can sales teams maintain existing business while fostering growth? Consider value-based or ROI selling.
Selling in the New Gig Economy
One of the most profound changes we’ve seen in business and labor in recent years is the growth of the gig economy. According to a Gallup study, about 36 percent...
5 Ways Crunchbase Makes Prospecting More Efficient
Crunchbase Pro helps you discover, qualify, and act on accounts that meet your ideal customer profile (ICP).
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – August
In “The Monthly Rundown” series, I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for...
The Two Biggest Ways Deal Structures Have Changed in 2020
The first half of 2020 has reshaped business globally, but it can be difficult for sales reps and sales leaders to fully understand or address the total impact as they...
Act on Accounts Faster: The New Crunchbase Salesforce Integration
Introducing the new Salesforce integration for individuals. Now users can sync accounts directly from Crunchbase to Salesforce, speeding up their prospecting workflow, and reducing time spent on manual data entry.
4 Tips to Close More Deals by Bringing Empathy and Curiosity to Your Outreach
Jake Sorofman, president of MetaCX, shares four tips that can help you close more deals by bringing empathy and curiosity to your outreach.
5 Learnings from Sales Leaders for Selling During COVID-19
While it was important that businesses paused and thought about what the market needed to hear and what actions companies needed to take, now is the time to plot a new heading for growth in the new abnormal world. Navigating this new normal was a key point of discussion at the recent Stop the Sales Drop Virtual Summit, where 54-plus advisers, experts, CMOs and sales VPs came together to talk about the path forward.
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – July
Historically, the third quarter tends to be quiet on the funding front before entering into a bullish fourth quarter. As with most things this year, we can throw those baselines out the window #2020things.
Keep it Simple: How to Revamp Your Sales Approach for Unusual Times
Selling through COVID-19 is a tricky proposition, operating models are upended, businesses are closed, individuals are (rightfully) preoccupied with job security, homeschooling and taking care of loved ones.
Why Sales Decisions Rooted in Real Empathy Are Key
Despite recent data showing the brimming optimism of sales and marketing leaders, inboxes are flooded with prospecting messages filled with fake empathy.
SDRDefenders: Fighting for Change in the Sales Community from the Ground Up
By democratizing access to skills and information SDRs need to advance their careers, SDRDefenders seeks to attract and support a more diverse and inclusive generation of future sales leaders.
Why ABS is Even More Critical During COVID-19
It is more important than ever for B2B salespeople to employ the notion of “quality over quantity” with account-based selling (ABS).
