How to Build A Lead Qualification Process

One of the biggest problems companies deal with is figuring out what a qualified lead is. Going after a bad lead wastes time and resources, and every company ultimately wants to be as efficient as possible...

How to Develop Consultative Sellers Out of Transactional Reps

Do you remember your first day of college? Most likely there was excitement to start a new chapter in your life, but trepidation as you knew things would not be the same as they were in high school. College...

Building a Sales Team in Europe: Lessons Learned

If your SaaS company is considering expanding from the U.S. to Europe, there’s good news: Building a successful sales team in Europe actually isn’t so different from building one in the U.S., but I have...

4 Ways to Motivate Your Sales Team

Growing a company is a team effort – but that won’t stop your sales and marketing teams from pointing fingers and blaming each other for your business’s revenue shortcomings. In my career, I’ve managed...

Selling to the Healthcare Market: Enterprise and Transactional Sales

Healthcare professionals are some of the most vital members of our society. If you want to sell technology to them, it’s crucial to build an understanding of their unique needs. At Ambra Health, we offer...

Optimizing Your Sales Team’s Productivity with Scorecards

In my previous post, I talked about the best ways to optimize your SDR team’s performance. There are a lot of questions that come with that though – mainly, how do you know if your SDRs are having...

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 an Engineering-Centric Sales Organization

Back in January of this year, Atlassian acquired Trello for $425 million, making it one of the largest NYC startup exits in recent years. At the time of acquisition, Trello had 19 million users and a B2B sales...

9 Qualities Needed to Become A Sales Manager

You see the same thing over and over again: highly motivated reps in high growth startups that all want to get promoted to management. Many of them have the aspiration to get there, but don’t know what will...

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...

Q&A with Ben Asnis, Sales Director at SinglePlatform

Welcome to CloserIQ’s Sales Leadership Q&A Series! We invite top sales leaders to share their experiences in everything from career choices to favorite sales strategies. Today we’re talking...

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...

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