Education & Training Resources

Sales is known for celebrating and driving results. But what about actions? Focusing on inputs is an important reality for prospecting managers but it’s often overlooked. Learn how focusing on inputs can level-up your prospecting plan.

With the right nurture strategy, cold prospects are just warm leads waiting to convert. Take your time with cold leads and reap the rewards of a sustainable pipeline.

Growing your business is an ongoing and ever-evolving challenge. You want to make sure you have the right tools at your disposal – but does a sales team have to be one of them?

Sales Managers are critical change agents who can help your organization overcome the pains of technology adoption. Unfortunately, this pivotal role is frequently the most underdeveloped component of the change management process….

Hiring your first salesperson is an important step on the growth journey. But figuring out when the time is right isn’t always easy.

The sales industry is facing obstacles that go far beyond the past year’s budget and strategic uncertainties hitting every industry. When 57% of sales reps across industries expect to miss their sales quota, something is amiss…

Sapper’s VP of Strategy TJ Macke and Adobe’s Head of Commercial Business Development Jason Serota join this episode of the Sales Engagement Podcast to discuss all things Ideal Customer Profile.

You’re probably ready to return to pre-pandemic operations, but the business landscape isn’t the same one you bid farewell in 2019. The business world has changed drastically over the past year due to social distancing restrictions, economic uncertainty, remote work, and unemployment — and these changes have affected B2B sales

Most small and medium-sized businesses are well adjusted to running a lean team. But running too lean, especially on your sales team, can leave money on the table…is it time to grow your sales team?

Most high-level sales reps are used to in-person selling opportunities. As the world has transitioned to digital sales, adjustments are necessary to remain competitive.

Content governance is one of those topics that get lots of theory and little application (or often any consideration at all). Without a consistent practice of content governance, your team will lack the ability to identify, prioritize, create, organize and optimize sequences across the organization.

Convincing strangers to give you 30 minutes of their time is a challenge; convincing strangers that are not actively looking for your product, may not have heard of your company, or even be aware of their own business obstacles, on the other hand, can be impossible. And yet, this is a circumstance shared by most of your sales reps.

The purpose of prospecting isn’t to pitch a sale, but to create enough doubt about how I do work today that I’ll listen to a new way. This paradigm shift is the nucleus of the Sapper approach to building sales sequences.

Here’s how your organization can set up a holistic lead capture funnel that prioritizes warm leads without losing sight of those still-convertible, but not quite ready prospects.

Every marketing campaign generates more interest than leads. The majority of prospects slip through your fingers and fall back into that never-ending well of “could-have-been’s.” But are they really Closed Lost?

Every new sales tool promises to improve operations – but is the juice worth the squeeze?

Owning a business will always involve some risk. But you can work to preemptively address it with the risk burndown method. Here’s how.

5 ways to use urgency to sidestep holiday obstacles, hit your Q4 goals, and fill your pipeline for 2021.

Let’s play a game;  what comes to mind when you read these sentences?

Sales teams are still reeling from a year full of uncertainty thanks to a global pandemic. The responsiveness of successful organizations in the next few months will make or break your 2021 pipeline, making it vital to recover now from the hits you took last year.

Sapper Consulting details four sales enablement strategies to empower your team. Read how to upgrade your sales enablement program for better revenue.

This article was originally published on Marketing Insider Group on April 9th, 2019.

This article was originally published in Saleshacker on Aug 19 2020.

The pandemic will pass eventually, but that doesn’t mean you can afford to stop selling and wait for better times.

If you are a small to medium-sized business, you may be contemplating how to transform your sales team to maximize the results from lead generation and customer acquisition activities while minimizing sales resources. Consider these eight ways that companies are leveraging tech to change the sales process so that you can emulate their success.

Want to shorten your sales cycle? You need hotter leads.

In light of the current situation, companies are moving their work remotely. Learn 7 tips for transitioning your sales meetings from in-person to virtual.