Improving the Buyer Experience with Good Content

Content is one of the most-discussed marketing and sales strategies used by many companies, and for good reason: study after study suggests content marketing is among the top priorities of high-performing sales executives The main aim of great content is simple:...
How B2B Buyers Are Rising to Modern Times

How B2B Buyers Are Rising to Modern Times

Today, B2B buyers are smarter than ever. With ample tools at our fingertips, sales reps aren’t even needed to close a deal. Forrester recently reported that a whopping 90% of B2B buyers start their buying journey online. That means the B2B landscape isn’t just...

Creating Rock-Star Email Marketing for Healthcare Professionals

It’s well known that physicians are not the biggest fans of sales reps. In fact, less than 50% of physicians see reps in their physical office. This aversion is strange considering physicians are always seeking information about new drugs and alternatives. Why not...
Support Sales With A Field Trainer

Support Sales With A Field Trainer

Your buyers are more knowledgeable than ever. According to Sirius Decisions, 67% of the buyer’s journey is done digitally, before needing the support of a salesperson. This fact raises the stakes for your sales reps. They need to be better prepared and more...
Should You Choose An Experienced Sales Rep Or A Recent Graduate?

Should You Choose An Experienced Sales Rep Or A Recent Graduate?

No words have broken the hearts of job-hungry college grads more than the dreaded — “We’re sorry, but we’re looking for someone with more experience.” As a sales manager, you’ve probably even uttered those fateful words once or twice. Meanwhile, the eager young...
Key Strategies for Managing your Millennial Sales Team

Key Strategies for Managing your Millennial Sales Team

They call it a generation gap. But in the world of sales leadership, we call it a whole LOT of meaningless confusion, frankly speaking. Working with millennials can be a tricky affair if you have worked with 60-year olds all your life. While baby boomers still laugh...