Sales Brief: Sales tempo

Sales Brief: Sales tempo

For all you sales managers out there...if you’re looking for something you can do RIGHT NOW to boost your sales numbers, it’s having a formal sales coaching action plan.

I’m a huge advocate of sales coaching. Not only does it dramatically improve your sales reps’ overall performance, but it keeps your all-star sales players on YOUR team for the long haul. After all, who wants to stick around longterm with a shitty sales coach?

This week we released an in-depth guide for developing a winning sales coaching strategy, plus a free sales coaching template to help structure your coaching sessions. Ready to get a head start on building sales coaching sessions that are actually productive? If you’re a sales manager, this is a MUST read.

Go get’em!

Free quota-boosting sales coaching template for managers

A study by Brainshark and CSO Insights found that companies with a formal sales coaching framework increased win rates by 28%. Case in point: Sales coaching has a direct impact to your most valuable sales metrics.

In this article, we're going to teach you how to develop a coaching plan for your reps that'll play to their individual strengths while also supporting their weaknesses. Also featured in this post is a free sales coaching template that'll ensure your coaching sessions are structured, focused, and productive.


12 top sales cadence examples: inbound, outbound, SaaS + more

New leads are definitely a good thing, but only when you know how to handle them correctly. As the number of new inbound and outbound leads in your pipeline increases, it's imperative that you set up a process to contact them regularly. This is where a structured sales cadence comes into play.

A well-structured cadence is key to building a better process for closing deals. In this guide, we cover some of the best sales cadence examples for B2B, SaaS, enterprise sales, and more.


Optimize your B2B sales process for success in a virtual marketplace

COVID-19 has had a profound impact on B2B sales. Nearly 80% of B2B companies have said they are likely to stick with remote selling well after the pandemic is over. And now we're learning that buyers actually prefer this new virtual way of selling.

Now may be the time for you to optimize your B2B sales process to best fit this ever-changing sales landscape. Here are some key factors worth considering when trying to adjust for a virtual sales journey.


Objections increased our win rate by 30% — here’s how

Selling in the face of sales objections can be tough. Selling with self-limiting beliefs can be even more tough. Sales Hacker analyzed 224K+ sales calls to uncover the truth about the impact of the most common sales objections on deal outcomes. Are sales objections as bad as we think they are? Are all sales objections equally bad?

After reading this article, you may discover that some objections aren't even real objections, but merely reflections of our own self-limiting beliefs that can be overcome.


Qualifying prospects: Can we just kill BANT?

Sales methodologies like BANT (budget, authority, need, timeframe) can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way, reps lose ground qualifying prospective customers.

Is it time to put BANT on the back burner? Here are a few ways to qualify a sales prospect more efficiently.


One year on, the three pillars underpinning B2B SaaS

The past year has been one of change and uncertainty for businesses across every industry. But 12 months on from the start of the pandemic, it’s clear: the more things change, the more they stay the same for B2B SaaS.

Reflecting on their learnings from the past year, Dawn Capital shares the three enduring success factors they believe are essential for early-stage B2B companies to maintain strong and sustained growth.