Data teaches us the most important lessons: what went right or wrong, what can be improved, and what path forward we should take.
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...
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...
Avoiding Sales Team Burnout During a Pandemic
Burnout can exist in any vertical when someone is doing the same task over and over again at an unsustainable pace. While this feeling can come about at any time,...
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.
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.
How to Achieve Sales Success Post-COVID-19
COVID-19 has shined a very bright light on the single biggest reason most salespeople are failing. As a B2B salesperson in 2020, your ability to quickly earn trust and...
Tips From A Sales Leader Who Was Remote Pre-Covid
When I started working at Hive in January, I was splitting my time between San Diego and New York City. I was the vice president of sales leading a team...
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).
5 Ways Sales Teams Can Adapt During COVID-19
Crunchbase sales and customer team leaders share their approaches to staying on track through uncertain times.