How to Handle Rejection Over the Phone

How to Handle Rejection Over the Phone

Cold calling isn’t easy, and it isn’t fun. However, it remains an essential part of the sales profession that hundreds of thousands of sales professionals participate in daily. The Boston Consulting Group found that 65% of people preferred to contact a business by a...
Mastering Sales Jiu-Jitsu

Mastering Sales Jiu-Jitsu

In the US, 34% of salespeople say closing deals is getting harder, and only 58% of reps reach their revenue goal. So, if current trends hold, half of your sales team will not make quota this year. There are many contributing factors to the decline in sales...
Boston’s Top B2B Tech of 2018

Boston’s Top B2B Tech of 2018

As a modern-day hub for tech innovation, Boston hosts countless web, information, and mobile giants. In particular, it is home to a highly competitive B2B tech market. One of the highest venture capital invested-per-capita cities, Boston is known for its elite...
Build vs. Buy

Build vs. Buy

When you’ve been playing in the Enterprise space for nearly 20 years, you begin to identify certain trends and behavior patterns. Companies that reside in this world have certain advantages and other disadvantages compared to the SMB marketplace. Some are positive and...
The Sales Manager’s Checklist for 2018

The Sales Manager’s Checklist for 2018

As a sales manager, what are you doing to lead your team to success? Are you taking advantage of resources and tactics to better train and equip your team to reach their goals? In 2018, trends in sales enablement and automation will continue to transform the industry...