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What Is Sales Management?
Think of sales management like a sports team. Have you ever heard of a top-ranked sports team without a coach? Of course not. The coach provides the guidance, inspiration, strategy and training that...
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Pipeline Reviews Are the Worst — Here Are 10 Easy Ways To Fix Them
Self-proclaimed “old school to new school” sales leader Richard Harris remembers the first time someone quit on him. “No resignation letter — she just left.” The reason? A series of painful pipeline...
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The Ultimate Guide to Price Elasticity of Demand
“The price of gas is up. No, wait, it’s down again.” “I need to get my hands on the newest cell phone. Sure, it costs more than my rent, but check out the new camera.” “Our electric bill went up. I...
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Sales Strategy Guide: 6 Steps to More Efficient Selling
What’s better than making a sale? Making a selling machine that matches your customers with your product and has tools and data to make your salespeople more efficient and productive. With this,...
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Keep Deals on Track — and Find the Best Opportunities — with Sales Analytics
Every sales team wants the secret sauce to help grow their revenue. However, the answer is often right in front of you — in the data. Though it’s often hard to turn data into actions, analytics can...
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What Is Revenue Management? A Complete Guide
Much of sales is about answering the five Ws — who, what, when, where, and why — to identify prime selling opportunities and achieve the best outcome. Revenue management plays a crucial role in the...
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How To Measure Total Revenue and Reveal the Financial Health of Your Business
Total revenue is an essential indicator of a company’s financial health. It gauges the health of your business, offering insights into sales performance, market dynamics, and revenue leakage....
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What is Sales Tracking Software and Why Do You Need It?
Sales can sometimes feel like a game of trial and error, especially when you’re just starting out. But you may be surprised to know that you already have the answers you need — in your sales data....
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What Is a Value Chain? Definition, Benefits, and Examples
Your product spends a lot of time traveling throughout your company. As it moves from basic materials to distribution, it is part of multiple activities that mold it into what it is eventually sold to...
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4 Key Sales Takeaways from Dreamforce 2024, the Biggest AI Event of the Year
We’re in the midst of an AI selling revolution, with 81% of sales teams currently investing in AI. But how can sales teams make the most of it, ensuring predictable growth and competitive advantage?...
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