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Silence on the line. When is it a good thing?


It’s been described as awkward, painful, uneasy and empty. But it’s also something else, and for a sales rep, the word to describe silence is powerful. When it comes to questions we, as salespeople, are an impatient breed that want an instant response. We want to move things along in the process and get the [...]

Building a Productive Sales Department: Equality of Lead Distribution and The Impossible Sales Trinity


One of our customers approached us with a dilemma they were facing: “Our reps are assigned to regions and we only have a few setters who set appointments for all the reps. We prioritize the leads we want our setters to call. Problem is, we have an unequal distribution of leads per rep by the [...]