MonsterConnect: Pay Your Sales Team to Close, Not Dial

Having worked at multiple SaaS companies with outbound sales teams, it became clearly evident that the growth of the company was largely dependent upon our ability for our sales representatives to close new business. It was absolutely no surprise, either, that there was an absolute correlation between a sales rep’s outbound call volume and their closed sales rate. If that gives you a mental image of some sales rep talking to a prospect every 30

The Rise of Inside Sales in 2015

According to Sirius Decisions, 67% of the buyer’s journey is now done digitally. That means that almost 70% of the purchase decision is made before prospects even initiate a meaningful conversation with sales. If you aren’t providing value before that first interaction with the rep, then you’re most likely not going to be a contender for your prospect’s affection. As we all know, inside sales has been growing for the past couple of years, and

You Might Be Surprised Which B2B Referrals Are Closing

The sales machine at any B2B company has to be fine-tuned, well-oiled, and running full speed to truly make a difference to the bottom line. I believe that many companies suffer simply because they’re so dependent upon new business via cold calls, but their staff doesn’t have the right team in place to do the hard work to achieve success. A CEO recently shared with me Sales and Marketing Metrics for successful Software as a

Most of the Purchase Decision in B2B Happens Before Contact with Your Company

By the time another business is contacting your business to purchase your product or service, they’re two-thirds to 90 percent of the way through their buying journey. Over half of all B2B buyers begin the process of selecting their next vendor by doing some informal research around the business challenges associated with a problem they’re researching. This is the reality of the world we are living in! B2B buyers don’t have the patience or time

B2B Social Marketing Universe

B2B Social Marketing requires establishment of a presence and growing authority in your industry. B2B companies who adopt an aggressive strategy to build their online presence across social mediums are recognized as thought leaders and their following brings business. I rarely see a B2B company explode in growth without having a social marketing strategy in place. And I’ve seen many B2B businesses struggle simply because they lacked one. Businesses that understand the importance of adding