Posts by Mary Elizabeth Hammond
Why Sales Managers Should Focus on Early Stage Leads
The sales pipeline is different in every company and often in every product. But no matter what defines each stage of your pipeline, it’s imperative that sales leaders don’t make the common mistake of neglecting early-stage leads. The best sales managers will guide their SDRs through these oft-forgotten leads to create a healthier, more efficient…
Read More5 Key Tools to Make Your Sales Team More Efficient
If you give someone a fish, you feed them for a day. If you teach someone to fish, you feed them for a lifetime. Thinking of this quote, many will likely think “ah yes, of course!” And the quote has merit—learning to do something yourself will be the best method. But shouldn’t there be a…
Read MoreFall Reading List: 10 Books to Empower Your Sales Team
“A. Always. B. Be. C. Closing. Always be closing. Always! Be! Closing!” The iconic line from the 1992 film Glengarry Glen Ross in which Alec Baldwin scolds a group of poor salesmen has remained in the minds of sales professionals today. It’s a common notion that sales professionals must always be working to “get them…
Read MoreHow to Have More Effective Communication During Remote Work
10 Books Every Sales Leader Should Read This Summer
“Think before you speak. Read before you think.” – Fran Lebowitz Every great leader is constantly striving to improve and be a thought leader in their industry. To be a truly effective leader, you must also be an effective learner. Reading about others in your industry and their experiences will not only help you be…
Read MoreOut of Sight, Out of Mind: Why Metrics are Critical for Work-From-Home Sales Teams
While leading WFH and Inside Sales organizations, I have seen the important role metrics play in driving productivity and success—they give leaders an accurate picture of their team’s activities and lead them to achieve consistent results. COVID-19 has forced many sellers to work from home for the first time. This adjustment could easily lead to…
Read More