The Ultimate Sales Leadership Guide: How Sales Leaders Bolster C-Suites & Companies
Sales leaders can be an integral part of any C-suite, devising critical strategies, making key decisions, motivating teams, and paving the way to achieve an organization’s financial goals. In fact, companies with the right sales leaders in the right roles can achieve higher win-loss ratios while seeing sales team turnover drop and revenues increase. That’s
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The Future Trends for CROs of 2023
You’ve likely heard news reports of a potential recession in 2023. Some economists believe it’s already here, as inflation is through the roof and companies have begun major employee layoffs. The federal government has stepped in to cool down a hot economy, raising interest rates several times during 2022. Those interest rate increases will make
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Selling in a Recession
As surging interest rates battle against 40-year high inflation, sales teams face the growing prospect of selling in a downturn. Naturally, recessions hardly feel great for business, especially when you’re in sales. Warm prospects may rapidly cool during this period, and previously receptive leads may postpone buying decisions until after the slump or pull out
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How to Retain & Grow Customer Accounts
According to Gartner, organizations enjoy their best sales growth avenues from existing customers. They can unlock greater revenue and cross-sell/upsell opportunities by maximizing business with existing customers. The statistics are clear – companies are 6-7 times more likely to gain a new sale from an existing customer, compared to an only 5%-20% likelihood of closing
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Benefits of a Consultative Sales Approach
At the risk of stating the obvious, it might be essential to start with the fact that buyers want to be understood in today’s marketplace. Historically, this was not always so. At some point in time, buyers were content with basics like quality service and fair pricing. These days, modern buyers have higher expectations for
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Knowing When to Hire a CRO or a VP of Sales
Revenue is the key driver behind the success of a business. Without revenue, a company stagnates and will eventually run out of money to pay its bills and the salaries of its VP sales, CRO, and other sales employees. Thus, once a company grows beyond a basic startup mentality and needs to scale its revenue,
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VP Sales Salaries by Industry in 2022
Vice president (VP) of sales is a very focused executive position that typically requires a high level of education, experience, and leadership. In addition, VPs are phenomenal communicators who run point on big-picture tasks to set expectations early and often throughout the organization. It adds up to a lot of work for typically commensurate pay.
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Account Executive Salaries in 2022 by Industry
Account executives form the foundation of an entity’s sales team. They act as a liaison between clients and the company, more akin to a senior salesperson. They frequently have a wide range of skills, including marketing, communication, conflict resolution, empathy, and organizational skills. The account executives’ primary focus is on generating leads, completing sales, and
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What to Look for When Hiring Your SaaS Sales Leader
The growth of SaaS companies has been astronomical over the past decade. As of 2021, the market value of companies in the SaaS industry was $145.5 billion. That number will continue to grow; by 2024, economists predict that revenue from SaaS will top $369 billion. SaaS companies are benefiting from significant revenue streams from their
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The Top 9 Sales Books for Fresh Salespeople
Sales is one of the most exhilarating and rewarding professions – but it can also be challenging, especially when you’re just starting out. Thankfully, fresh salespeople have many resources from which they can learn and grow as they begin their career. In this article we’ve compiled a list of high-impact sales books that every sales
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