In this week's sales brief, we cover a variety of sales articles from around the web, including an awesome piece by from Gong.io, revealing some fascinating data sourced from a huge pool of real sales call recordings...

To accelerate your sales cycle and close more deals, you’ll need to create professional proposals that present information in a clear, aesthetically pleasing way...

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects, sending cold emails, booking meetings, maybe following up a couple of times, and finally closing the deal. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. You can revisit the fundamentals of selling, acquire.....

You are relentlessly dialing hundreds of numbers every day. When you’re directed to voicemail, you’re religiously following up. Even when you get rejected, you pull your chin up and keep calling because you know it’s a numbers game. However you wish you could pinpoint why you’re failing to connect with the decision-makers that authorize the purchase. Only if you had more information than relying o.....

I wasn’t always a sales technology geek, but after working at InsideSales.com (now XANT) and later starting my own outsourced sales company, I learned to love the efficiencies of a great tech stack. You’ve seen the ads, maybe you’ve been to the conferences, and you definitely read the blog posts. Sales technology is enabling the acquisition of new customers and it’s time to jump on board...

I will admit that I’m a hypocrite. I run a 25-person sales development team, but I never respond to cold outreach. Why? Between running a team and sitting in six different meetings a day, I simply don’t have time to answer 50 calls and 25 emails from people I already know are trying to sell me something. I’m too busy. I even pay for a service to screen calls before they get to me.  But if I walk i.....

The Board wants to see an increase in revenue, fast. Your sales team needs more pipeline. Your in-house Sales Development program seems to be going around in circles.  Even if you wanted to make changes, you don't have time to hire, train, equip and manage a group of all new SDRs. What should you do?..

Don't have your 2020 sales plan in place yet? We've got you covered—with templates, scripts, checklists and other resources to help you hit the ground running in Q1...