How A Sports Combine Makes The Sales Hiring Process Efficient

As a startup trying to grow our sales team quickly, we were spending too much time recruiting but not getting great results. Time is our most valuable asset, so we had to find a more efficient way to hire. A...

How to Set Up an Outbound SDR Process

First and foremost, congratulations! If you are looking to build a sales development team, this means you’ve developed a product and have seen results.   Sales Development and marketing will be your two...

3 Sales KPIs To Track When Onboarding New Hires

We all know how important it is to set the right metrics and key performance indicators (KPIs) for your salespeople. But what you might not know is how to choose which sales KPIs matter for onboarding new...

How To Hire Salespeople

The only thing more important than hiring great front line managers is knowing how to hire salespeople. No amount of incredible management experience or training can overcome hiring the wrong people for the...

Drafting Your Account Based Sales Development All-Star Team

It takes a team to navigate the football from one end of the field to the other and across the goal line. The same holds true for Account Based Sales Development. Let’s face it. Selling into B2B markets is...

Building a Double-sided B2B Marketplace

Although Seamless/Grubhub is now better known for B2C services, when I came on in 2004 the business was exclusively B2B, which is what I focused on during my almost nine years there. My team signed up...

Selling HR Technology: How to Structure Your Team for Success

When selling HR technology, it’s important to keep in mind that you are bringing in technology that will impact every employee at the company. These decisions matter to everyone in the executive suite...

How to Bring Your Sales Management into the 21st Century

Before jumping into best practices for ensuring that you’re effectively managing reps to hit the ground running, opposed to stumbling, I want to start with a definition. Employee (noun): a person working for...

When To Merge Your Sales And Post-Sales Teams And How To Do It

Movable Ink made an unorthodox shift last year: We merged our sales team with our post-sales team. A risky move? Sure—but it really helped us grow our existing accounts and bring on new business. This strategy...

How to Develop Enterprise AEs From Within

At Parse.ly, we view our sales team as analytics consultants. Our sales process and product are complex so the required skill sets for an Account Executive are very high. Top performing AEs have an in-depth...

Training a New Sales Team? 5 Ways to Set Them Up for Success

If you run an early-stage startup, your first sales hires—and how you train and introduce them to your company—will set the tone for the next stage of your startup’s growth. After all, it’s likely...

How To Nail Your Mock Sales Pitch

So you’ve made it through the various phone screens and/or in-person interviews & you’re ready to take on the mock sales pitch – congratulations! Whether you’re an experienced enterprise seller or an...

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