Sales

what is sandbagging in sales
Sales
Does your comp plan encourage sandbagging in sales?

Ready for this? If there is sandbagging in sales at your company, it’s your fault.Reps sandbag deals for a reason and oftentimes that reason makes sense based on what you’ve...

sales nerds live with amelia taylor
Sales
Sales Nerds Live! Ep. 3 recap “Prospecting Tips from a Cold Calling Champ”

On Sales Nerds Live Ep. 3, our host and QuotaPath Sales Nerd, Graham Collins welcomed Carabiner Group Account Executive Amelia Taylor to the show! Amelia recently earned the title “Cold Calling Champion”...

is your POC the decision maker?
Sales
Is your POC the decision maker? Here’s how to tell.

Countless hours of research. Sales training after sales training. You’re actively perfecting your demo, editing your sales email template, and finetuning your cold call script. You’re even bantering like a...

sales forecasting
Sales
How to nail sales forecasting

The sales forecasting struggle is real. Fewer than 25% of sales organizations have forecast accuracy of 75% or greater according to a Korn Ferry study. The same study found that...

inside vs. outside sales
Sales
Inside sales vs. outside sales: The difference explained

The following post discusses inside sales vs. outside sales and highlights the similarities and differences between the two roles. Inside and outside sales share the same goal — to generate...

meddic
Sales
What is the MEDDIC sales methodology?

The MEDDIC sales methodology is a highly popular qualification method and sales training for complex sales that flourished in the 90s. This approach was developed by John McMahon, Richard Dunkel,...

what is a clawback
Sales
What is a clawback?

Reps don’t love them, but clawbacks play an integral role in the sales compensation space. Below, we define clawbacks, how companies present them in comp agreements, example clause copy, and...

discovery call
Sales
How a discovery call can help you win more deals (with 10 sample questions)

Everybody loves to close a deal. But, before you have a chance at crossing the finish line, you need to figure out how to execute a strong start. A great...

commission tracking
Leadership, Sales
3 ways to clean up your commission tracking process

An appropriate commission tracking process allows businesses to improve performance by rewarding their employees. Unfortunately, many organizations use ineffective methods to manage sales compensation, which can slow down scaling efforts....

tech downturn
Leadership, Sales
A message from our CEO on today’s tech downturn

Recession talks have dominated the headlines as interest rates saw the highest jump in 22 years and the stock market continues to fall.

what is an account executive blog
Sales
What is an account executive?

Learn about the crucial role an account executive plays as we define what is an account executive, how this role compares to other sales positions, and average AE salaries. The...

sales tech stack
Product and Tools, Sales
The 6 must-have sales tools for your sales tech stack

When sales technologies are optimized, teams note quantifiable improvements in metrics like pipeline, close-rates, and forecast accuracy. So, it makes sense that high-growth companies deploy more sales tools than laggards...

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