It’s October, which means many inside sales leaders are doing two jobs at once. They’re trying to finish the current year strong while building the sales plan, budget, and expectations for next year. And somewhere in the middle of all…
Account / Opportunity / Stakeholder Your salespeople have more places they could spend their selling time than they have time available. Every salesperson has a territory, account list, prospect database, CRM, LinkedIn, inbound leads, old opportunities, referrals, and probably a…
Your pipeline may be the end of the story, not the place to start fixing it. Before you start searching through your tech stack to figure out whether someone bought another platform without telling you, I’m talking about a Strategic…
You have goals. Your salespeople have goals. The company certainly has goals. But do those goals actually determine how you spend your leadership time? Over the past few weeks, I’ve been talking about my Bell Curve Manifesto and challenging you…
Same headset. Same CRM. Same products. Same goals. Different salesperson. It sounds obvious when I say it that way, yet I see inside sales leaders fall into the same trap all the time. We look at our rock star and…
When you think about growing sales, where does your mind go first? Finding another rock star? Getting more out of your top performers? Finally getting the people at the bottom of the bell curve to consistently make goal? I’d like…
Every inside sales team has its wild things. You know the ones I mean: the salesperson struggling loudly, the rock star with a big opportunity who needs “five minutes” that turns into thirty, the customer escalation, the forecast that suddenly…