Which type of lead do you think closed at a higher rate—the product collateral download or the active free trial? The active free trial closed at a higher rate, of course! This type of lead was further along in the buyer journey. It was at the “Solution Selection” stage of the buyer journey, rather than the “Solution Research” stage. In our case, a

As we'd walk through their plans for each salesperson, I'd ask them three questions: What skill will you work on this month with this salesperson? How did you decide on that skill? What is the customized coaching plan you will use to develop the skill?

Great salespeople never have to apply for a job. Great salespeople never need to pull together a resume. Truly great salespeople have multiple job offers at all times, even if they are not in the job market.

“The most critical value from your first sales hire comes not from the first customers or revenue she generates, but from her ability to accelerate the company toward product/market fit.”

Don't hire a recruiting agency. Don't build a corporate recruiting team. Build a recruiting agency within your corporation.

Inbound Marketing,

Once the buyer journey is defined, the sales process can be created. The sales process supports the customer along his buying journey.

Evaluate a sales compensation design through the lens of three factors: Simple. Aligned. Immediate.

“Hire the same successful salesperson every time.” (The Sales Hiring Formula) “Train every salesperson in the same way.” (The Sales Training Formula) “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula) “Provide our salespeople with the same quality and quantity of leads every month.” (The Demand Generation F