“Old sales was about gut feelings — who managers felt by instinct was the right player for each position. New sales is about science — about using all the available data to make a well-informed decision.” Nick Hedges for Inc Leicester City FC were at 5000/1 odds to win the…

3 enterprise use cases for the Apple Watch

Originally published at blog.spartasales.com. Gamification went through a flash-in-the-pan period in 2011 where it was played up as the next big thing. The promise of this concept, however, subsequently fell flat for several crucial reasons. …

Happy new year! If you’re like me, you’re refreshed after a few days off, and more importantly, excited about a big 2015, one in which sales targets are crushed and the business is taken to another level. That’s the goal, but is it easier said than done? As a sales…

As a sales leader, your #1 priority is to increase the results and output of your sales team. Now, the most cost-effective and sustainable way to achieve that, is to drive organic sales growth, i.e. get more out of the sales people you already have. What drives organic sales growth? …

Infographics, White Papers, Twitter Cards, E-Books, Squeeze Landing Pages. All the things that B2B marketers need to be thinking about, creating, analysing and optimising. The problem? When it comes to creating this content, it’s a nightmare. OK, creating a blog post is easy, but if there are any visual aspects…

This post was originally published at blog.spartasales.com. Cold calling isn’t dead, you’re just too scared to do it Yes, customers are more enlightened than ever. Yes, they don’t need you anymore. Yes, it’s much nicer to generate a steady flow of leads from content marketing. …

Selling in 2014 is all about helping prospects come to a decision that is mutually beneficial. Simply put, you should gain a customer and your prospect should gain a truly valuable product or service. “Wait, hasn’t sales always been about that?” Yes, but sales has changed dramatically. Customers are more…

I’m an early-stage SaaS CEO so one of my primary responsibilities (other than carrying a sales quota) is talking to our customers and our potential customers (i.e. the market) and filtering feedback and information back to all of our product, engineering and marketing teams, in order to improve our service. …