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By: Eric Morse

by Eric Morse March 3, 2016

“Trump” the Competition: Surpass the Pack with a Playbook

Political stances aside, we can all agree on one thing when it comes to the 2016 presidential elections, which is the power that lies in changing the game.

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by Eric Morse February 24, 2016

Top 10 Ways Sales Ops Can Help in a Funnel Review

The sales funnel is a valuable visualization tool that depicts the progress of sales opportunities as they narrow down to new customers. It provides a transparent view of all leads available to the sales team and how they are being managed as they move throughout your sales process. In order to be effective, regular sales funnel reviews are necessary, and should be done on a regular basis; monthly beween Sales Operations and the VP of Sales, quarterly between VP of Sales and CEO, and annually with company leadership/board/shareholders.

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by Eric Morse February 10, 2016

Sales Ops 101 for the New CEO

As a CEO, your margin for error is slim-to-none; there is no room for guesswork. Every choice you make has a major impact on your entire organization, so your decisions must be sound and your initiatives strategic. In order to meet the high expectations that come with your executive title, you need to be backed by good, clean data and metrics provided to you by the Sales Operations Manager.

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by Eric Morse February 4, 2016

CRM for CEOs: Are You Looking at the Right Data?

Any CEO worth his or her salt understands the importance of using a CRM system to collect and analyze data, which allows you to track your sales team activity, have a transparent view of your sales funnel, and provide verifiable numbers to your board with confidence.

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by Eric Morse February 2, 2016

Five Reasons Why You Need a Sales Playbook

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?

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by Eric Morse January 29, 2016

Using Segmentation to Boost Sales Success

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. The intentions here are usually good, namely not wanting to miss any great sales opportunities, but the outcome is often bad: lack of segmentation leads to wasted time and efforts on behalf of the entire sales organization on dead-end and poor-quality leads.

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by Eric Morse January 19, 2016

5 Sales Leadership Tips to Build Employee Engagement

“Actions speak louder than words” is a sentiment we’re all familiar with. If you are a CEO or in another position of sales leadership, your words and actions have a big impact on the people who work beside and beneath you. Today’s blog is about saying what you’ll do and doing what you say to build a high-engagement sales organization under your leadership.

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by Eric Morse January 6, 2016

Sales Success = Struggle: Are You Willing to Take the Pain?

We recently shared an inspiring article about how struggle defines success, and the importance that negative experiences play in getting what you want. The article also spoke the concept that sometimes what you think you want may not actually be what you actually want at all – sometimes we fall in love with a fantasy that we aren’t willing to work for, one that we like the idea of but not the reality of. This applies to all areas of our lives, from love to family to work to life goals – in this blog, we will apply it specifically to sales.

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by Eric Morse December 16, 2015

Why The Question Is More Important Than The Answer

There's a common analogy that "The journey is more important than the destination", the concept being that embarking on a journey and the experiences along the way are more important than reaching a final resting place. Such experiences shape human beings and allow us to understand and interpret our world.

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by Eric Morse December 8, 2015

Five Sales Lessons Learned from The Wolf of Wall Street

The dark comedy The Wolf of Wall Street, directed by Martin Scorsese and featuring Leonardo DiCaprio, is a bio-pic of the “Wolf” himself, Jordan Belfort. Belfort was a stockbroker in the late 1980s and 1990s who rapidly rose to success with his corrupt brokerage empire, Stratton Oakmont.

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