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...

How to Implement Career Development for SDRs

A Sales Development Rep (SDR) can be one of the hardest jobs in sales, but it’s a great position for someone to learn about themselves and where they’re headed within a sales organization. While it is an entry...

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...

Beyond Just a Number: 4 Skills Sellers Can Learn this Year

One of the core attributes hiring managers at growing companies look for in new sales hires is “intellectual curiosity”. It usually tops the list alongside things like coachability, social awareness, and...

Sales and Marketing Stacks on the Cheap: 5 Surprising Tools We Use

My co-founders and board members often tease me for being frugal – I’ve been called out for creating my own slide deck templates rather than outsourcing them to a designer for $1000, or running around to...

Moving From Transactional Sales to Enterprise Sales

At the beginning of your company’s life, it’s likely that you’ll focus on transactional sales. If you’re selling B2B, these clients are generally SMEs with a buying cycle of 60 days or less. Small deals can be...

5 Exercises to Give an Enterprise BDR Candidate

Enterprise BDRs can be difficult to hire because setting qualified appointments at the enterprise level requires a high degree of strategic thinking, sales acumen and industry experience. We’ve interviewed...

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...

6 Tips for Promoting Wellness in the Workplace

Modern technology means that we’re constantly connected and bombarded with stimuli. In the high-growth startup environment, the intensity is even greater. HR professionals have the obligation to promote...

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...

Building an American Sales Team at an International Company

At Leverton I’ve had the opportunity to participate in an exciting project: establishing a satellite North American office for a company that’s already enjoyed success in Europe. For the past three years...

How to Use Social Selling the Right Way

Social selling is a popular buzzword in tech sales, but it’s often misunderstood and abused. Many salespeople try to use social media as a place to push their sales pitch to a wider audience, but that has...

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