Sales

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24 Feb: From Sports to Sales: Celia’s Story

I can hear my pulse echoing in my ears and the feeling of anticipation is in the pit of my stomach. You might think I’m about to pick up the phone to make some cold calls and, in this phase of life, you might be right. In a past life, however, I’d be staring down the starting line of an international 800m race on National TV.

While I’ve since retired from pursuing my Olympic dreams, I feel fortunate and grateful that sports provided me with the opportunity both to fly and to fail. With the perfect race, you felt like…

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28 Jan: Using Data to Unlock Visibility Into Go To Market Execution

We’re now at the end of January, which means most companies are (hopefully) in the midst of finalizing and rolling out their go-to-market plans for 2021. For many companies, this planning culminates in a Sales Kick-Off, where the organization unveils its goals, target verticals and accounts, territory assignments, sales strategies and more for the year. 

But after the dust settles and the blitz of calls and emails begins, many companies begin to lose sight of their strategy and how it’s unfolding. For example:

Do you have visibility into account coverage?  Is there a key account with a declining relationship? Are…

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15 Oct: Reduce the Overwhelm with AI to Increase Productivity

For many organisations, increasing productivity is one of the main reasons why they make the leap to invest in technology. Productivity can suffer as a result of many factors in a team or individual’s day-to-day. From the never-ending to-do list to constant interruptions over the course of a workday, it’s easy to understand why teams feel overwhelmed and how productivity suffers. Just picture this:

You’re in the middle of preparing a client presentation when your phone lights up. One of your prospects just needs some clarification. You’re on a tight deadline, but this prospect is a bit high maintenance, so…

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01 Oct: Prospecting in a Digital World

Gone are the days when we could pop our heads over a cubicle and ask a colleague if they know so-and-so at XYZ Company, and don’t even think about collecting business cards at a Happy Hour event or a tradeshow! The world of business development in B2B financial services has gone digital in a big way. We all know that business flourishes when we can nurture and harvest our current relationships and when we can make new connections, but how can this be done without face-to-face interactions and easy collaboration in the office? Is it even possible to achieve this…

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27 Aug: Monitoring and maximizing sales productivity with Time Coach

Whether you’re an outside sales team who used to be racking up miles and working tradeshows and conferences or an inside sales team that was hitting the phones on the sales floor, the way you sold, and where you used to sell, has been disrupted. 

As sellers are transitioning from the sales floor to the kitchen table, they are at risk of becoming disconnected and misaligned. The question many sales organizations are asking is, “how can we maintain alignment and productivity in a remote environment?”

The answer is in the data!

As sellers complete activities throughout the day and week,…

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16 Jul: Hustle Factor: How to Create a Winning Culture

Around the world, businesses are constantly seeking new ways to grow, boost productivity, and keep their teams motivated to succeed. While it’s clear no one joins a company to fail, failure is always a possibility – especially in situations where a company’s culture is designed to support the hustle of its revenue-generating teams. Recently, I had the privilege of speaking at SaaSGrowth 2020 where I had the opportunity to share how our global team has created a culture of hustle that’s led us to big wins and continued success.

Before we go on, it’s important to understand what hustle is.

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10 Jul: How AI can help your organization uncover hidden revenue

Picture this: It’s the first chilly day of winter and you reluctantly pull out your parka. It’s been months since you last wore it, of course, but you settle into its comfortable fit and head out the door. Realizing it’s cooler than you thought, you slip your hands into the pockets and voila! A $20 bill. 

Most of us have had the experience of finding some money in a purse, jacket, or bag over the course of our years. It’s a simple pleasure just to find a couple of bucks you’d forgotten about. But imagine if you could dig into…

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04 Jun: Leveraging Past Relationships for Future Success

Regardless of industry, geographical location, or company size, one truth reigns supreme: strong, positive, relationships are important to the health and growth of your business. As organizations around the world pivot strategies and seek new ways to meet ever-changing market demands, leveraging past relationships to generate new business has never been more important than it is today.

There is no shortage of literature filled with suggestions on how best to use past relationships to fuel future sales success and business growth. A quick Google search can give you the top 10 ways to leverage relationships to drive revenue but there’s…

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30 Apr: Tap into Reliable Data: The Real Effect of Inaccurate Data on Your Business

Though published in 2017, this article from The Economist still rings true: “The world’s most valuable resource is no longer oil, but data.”

We could not think of a better analogy for the fast-growing, data-fueled economy. Data, like oil, is often a trapped asset, and extracting and exploiting this valuable resource has proven to be so complex, it has driven up costs for “tapping”  into the source, driving businesses to implement new technologies in an often futile effort to uncover insights. Many businesses find it so difficult to utilize their own data to drive bottom-line revenues, they give up…

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23 Apr: The Power of the Collective: Creating a Unified & Seamless Client Experience

We are, no doubt, living in an age of spectacular amounts of access. Never have we had so much access to data, and this has had a real impact on businesses — how they operate, where they operate, shifting employee responsibilities, and growing client expectations. 

Companies now operate in a truly borderless world. Many positions allow for seamless remote work without the need to ever step foot in an office! But this new mode of working presents challenges in making sure all employees have a shared common purpose, have access to the information they need, and are able to do…