Match Your Leads to the Rhythm of Your Sales Process

Posted by Jason Brown on Wed, Dec 11, 2019

I was recently working with a financial services firm to launch a new program aimed at providing analytically-scored sales leads to a team of field-based sellers. The scoring had tested very well with a pilot group, and we were now considering nuances of the rollout—for example, should we provide the direct score to the salesperson (on a zero to 100-point scale), or should we bucket the leads into simpler categories, such as high, medium and low?


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How Virtual Sales Teams Can Boost Productivity

Posted by Rubesh Jacobs on Wed, Mar 27, 2019

Emily Alexander co-wrote this blog post with Rubesh Jacobs.

Is it possible to double sales productivity with a virtual sales team? The answer is a firm yes, and it can change the commercial outlook for firms who crack the code. As you might’ve guessed, technology, analytics, and AI can drive sales productivity gains for virtual sellers – in other words, more revenue with no increase in sales and marketing expenses. Maybe you have an internal or hybrid team already in place and want to supercharge them, or you want to elevate a traditional internal sales team, but either way, technology and analytics can enable sales teams to do more than we ever thought they could from afar. But, successful firms shouldn’t fully unleash this power until they understand where and how the gains will come. 


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