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    Believe it not, cold calling is still effective in 2021.

    Don’t worry, we get why you probably shudder at the mere mention of cold calling. We’ve all been there: the phone rings, you answer, someone starts frantically talking about who they are and what they have to offer: 

    “…Would you like to find out more? We have…”

     

    You hang up, roll your eyes, and carry on with your day. Receiving the call was bad enough but could you possibly even think of being the sales rep actually making the cold call? 

    Rest assured, cold calling doesn’t need to be a waste of your or your prospect’s time.

    Sales How to Improve Your Cold Calling Scripts Believe it not, cold calling is still effective in 2021. Don’t worry, we get why you probably shudder at the mere mention of cold calling. We’ve all …
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    If you’re looking to automate parts of your sales processes, you’ve probably realized there’s no shortage of sales automation tools to choose from. So why not go ahead and automate the whole sales cycle? 

    Well, as a wise man once said, “With great power comes great responsibility.”


    When it comes to sales automation, quantity doesn’t equal quality. If it’s not done right, sales automation can end up worsening, not improving, the customer experience. 

    The trick is knowing where to draw the line. 

    Robots are great at many things human salespeople aren’t. Like tedious admin, logging interactions, tracking performance and analyzing data, to name just a few. 

    Empathy, listening to complex problems, and building the trust required for someone to actually buy from you? Yeah, not so much. 

    Successful sales automation is about hitting that sweet spot where humans and robots combine and complement each other to the best effect. That means building a tech stack that fits your needs and processes, and that your human salespeople will actually use. 

    We know all about sales sweet spots as our top-performing humans spend hours listening to our customers and designing solutions to help them. 

    We asked them to pick their top 10 tools to play on a human-robot sales dream team and share them with you.

    A girl with blue eyes with automation design graphic on top of the image
    Sales 10 Best Sales Automation Tools: Key Features & Pricing [2022] If you’re looking to automate parts of your sales processes, you’ve probably realized there’s no shortage of sales automation tools to choose from. …
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    Your sales reps are busy, busy, busy, but for some reason, they’re struggling to fill their pipeline and meet targets. They’re so busy they can’t even keep up with tasks like updating your CRM, which is affecting your data quality and ability to forecast.

    A sales engagement platform is one way to supercharge their performance and provide you with the insights you need to improve. But with several solutions on the market, all boasting similar features, how do you know what’s right for your team?  

    We’ve put together a rundown of the 7 best sales engagement platforms to help you decide.

    Sales 7 Best Sales Engagement Platforms: Reviews, Features & Pricing Your sales reps are busy, busy, busy, but for some reason, they’re struggling to fill their pipeline and meet targets. They’re so busy they can’t …
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    It’s a familiar story: you have loads of great prospects and some promising deals in your pipeline but they seem to take forever to progress and many simply fall through the cracks.

    A few deals lost or delayed can make the difference between crushing your targets—or falling short for the quarter. How can your sales team engage your customers better to get deals moving faster?

    Between making calls, sending emails, and giving demos (not to mention, reflecting all this in the CRM) your busy AEs have limited time. They need to make better use of the limited time they spend with prospects and the easiest way to do that is to start asking better questions.

    Even the best sales reps can struggle to find the perfect qualifying and discovery questions, while even the most process-oriented rep can miss something. Having these questions outlined and written down to follow as part of your sales process can make sure that you cover all your bases.

    In this article, you’ll get 24 open-ended sales engagement questions that have been shared with us by top sales performers. These questions will:

    Sales 24 Open-Ended Sales Engagement Questions to Close Deals Faster It’s a familiar story: you have loads of great prospects and some promising deals in your pipeline but they seem to take forever to progress and many …
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    Your sales reps seem very busy. You know for a fact they’re working on a lot.

    And they say they have too much on their plate.

    Yet, the results you need aren’t there.

    You thought you had good leads, good prospects, but they’re not progressing fast enough down the pipeline because reps can’t handle everything on their plate.

    Since you’re on this page, you’ve probably identified that it’s an internal problem, and not just a need for more sales reps doing the wrong thing.

    How can you help your reps be more productive?

    You’ve heard that sales engagement—or is it sales enablement?—is the solution to spending too much time trying to diagnose, optimize and scale sales. But which is it that you need?

    In this article, we’ll walk you through what sales engagement is, how it differs from sales enablement and how to decide which is right for your teams.

    After reading this, you’ll:

    Sales Sales Engagement vs. Sales Enablement: What Are They? Your sales reps seem very busy. You know for a fact they’re working on a lot. And they say they have too much on their plate. Yet, the results you …
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    Sales An SMB Seller’s Guide to Crushing Quota with Video Last year’s sales environment was tough and prospects got slammed with a wave of experimental outreach—some of it good, and some of it very, very …
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    Sales 8 Cold Email Strategies to 10x Your Response Rates While 80% of prospects prefer to interact with sales reps via email, you can’t just throw together a few paragraphs, hit “send,” and hope for the …
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    Sales 13 Tips for Using Sales Automation to Hit Quota Sales is the only professional career where half of your salary is paid based on your wits. You’re compensated on intelligence, not hours worked—for …
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    Sales Remember to Scrub Your Sales Tools This December Did you know having plants around makes people 15% more creative? Or that a well-designed work environment can make you 20% more productive?
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    Sales Reps that Follow These Steps in the Sales Process Outperform Those Who Don’t Your sales methodology (consultative, inbound, solution selling, etc.) is meaningless without a rock-solid sales process to go along with it. A sales …
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    Sales The 13 Best Sales Tools for Growing Teams Welcome to a lean list of nothing but the best sales tools. Our team has tried every software on this list and can vouch for them all. Our approach …
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    Sales 8 Bold B2B Selling Techniques to Help You Close That Deal You are no ordinary sales rep. If you were, you’d be wading through a sea of listicles full of puzzlingly vague advice such as, “Research your buyer …
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