5 Awesome Prospecting Tools to Help Your Team Find the Right Contacts
The data game is quickly changing. Major players are unifying. New choices are emerging. But how do you know which prospecting tool and database is...
4 Skills Sales Reps Need to Get the Most Out of ConnectAndSell
The average ConnectAndSell (CAS) client gets somewhere around seven connects and one scheduled meeting per hour. While those numbers are impressive, it takes more than buying software...
Maximizing Event ROI: How to Close Deals on the Event Floor
I’ve been to a lot of events in my career: sometimes as a sponsor, sometimes as a vendor, and other times as an attendee. Depending...
Do You Know What ‘Type’ of Managers You Have?
Written by Richard Perez | President, RP2 Consulting Being a sales leader (CRO/Head of Sales) is hard and in many ways getting harder every day....
‘Because’ 93% of the Time it Works Every Time
See why you should follow your asks with ‘because…’ on your next sales call. While reading the book Influence by Dr. Robert Cialdini, I came across some...
Congrats, You Have All The Data You Wanted . . . Now How Will You Use It?
Data is a hot topic in the sales and marketing world. After all, how could you be a modern revenue leader without being ‘data-driven?’ Data...
One Question that will Improve Your Sales Calls–Backed by Data
Salesperson: “Most companies are experiencing XYZ business problem. Is this something you and your team are seeing?” Buyer: “Kind of.” Salesperson: “What are you doing...
Must-Have Ground Rules for an Inspiring Inside Sales Culture
There is plenty of content out there about how to build an inside sales culture. The majority of these pieces reiterate the same points: Get...
Want Outstanding Outbound Leads? Start A/B Testing Right Now
Steve originally shared this story on Funnel Clarity on 9/14/15. This post was updated and modified for republishing on 3/19/18. The team here at ExecVision loves testing...
How to Leverage Conversation Intelligence & The Habit Loop For Effective Sales Coaching
Effective Sales Coaching Conversations My friend Ed Porter posted the below sales coaching conversation on LinkedIn. He graciously allowed me to reprint it here to showcase how...
Steve Richard’s Top 10 Sales Management Books
Several Sales VPs who read my top 10 sales books asked me about sales management books. In the interest of efficiency, I decided to broadcast the list...
The Best Sales Commission Structure
A tempting sales commission plan can attract top talent and motivate reps to perform at their best. Even more so, a good compensation model is...