Sales

Discover winning insights to align your team, hit your goals, and scale your success.

All about the N.E.A.T. Selling™ methodology
The N.E.A.T. sales qualification method values listening and delving into the deeper needs of a prospect over speaking. This article shows why the N.E.A.T. sales method might be ideal for your sales org.
Topics:
- Sales
Understanding and performing sales account planning
A sales account plan is a document or record that contains all of the important details of a prospective or existing account. Learn when to use account planning in sales, what information to include, and how to implement this tool within your sales org.
Topics:
- Sales
The multi-threaded sales approach and why it matters
Multi-threaded sales are deals where your sales team has connected with multiple decision-makers on the purchasing side. But why has this practice become essential? Learn more about multi-threading in sales and see how to get started.
Topics:
- Sales
The what, why, and how of gap selling
Gap selling helps reps gather as much information as possible about where the prospect is now, where they want to be, and the reason for the discrepancy between the two—because that gap is at the heart of every sale. Learn more about this revolutionary methodology from founder Keenan.
Topics:
- Sales
Sales coaching tips that'll lead your reps to success
To maximize sales performance and ensure that you hit your numbers, you need to support and guide your reps. See what it means to build a successful sales coaching program and how it will boost performance at your organization.
Topics:
- Sales
How to find decision-makers in a company
Too often, salespeople waste valuable time pitching to a lead with little to no decision-making power. Learn how to identify decision-makers at any company, shortening your sales cycle and saving you critical time and energy.
Topics:
- Sales
SPIN selling: 3 effective ways to turn your sales around more quickly
Switch the focus from selling your product to understanding your customer's needs. If your sales org has decided to use the SPIN selling methodology, check out these best practices from Gabe Villamizar to better apply it.
Topics:
- Sales
How to create a sales dashboard
With the help of a sales dashboard, you and your sales team can be better equipped to make important decisions and gain a high-level view of all the contributing KPIs that comprise your sales funnel. Learn how to create one now.
Topics:
- Sales
There’s no “I” in sales: How to close more deals with team selling
Team selling leverages the skills of a cross-functional sales team to hone in on a buyer’s unique concerns and address those pain points. Learn why team selling works and how you can implement this approach now.
Topics:
- Sales
Deal management: How to close consistently
Deal management is an essential strategy to ensure the growth and sustainability of any revenue-generating organization. Learn more about deal management—and how you can improve this process to shorten the sales cycle.
Topics:
- Sales
MEDDIC sales methodology: 3 actionable sales tips that will help you close deals faster
Many sales orgs have implemented MEDDIC to understand what motivates buyers—but are reps using that methodology to its fullest? Learn three tips from sales evangelist Gabe Villamizar to take better advantage of the MEDDIC sales process and close big.
Topics:
- Sales
Mapped for success: Benefits and best practices for sales territory alignment
As sales orgs begin to grow and scale, they often use sales territory alignment to improve efficiency within the sales process. See how to establish and implement sales territory alignment across your organization.
Topics:
- Sales