DOCUMENTS

We’re rewriting the
book on sales growth.

Find actionable value in each installment.

October 5, 2018

The Intersection of People, Process, and Tech: Why Bringing it All Together Matters.

Opportunities for growth are everywhere. But you can’t grow relationships without people, you can’t nurture leads without proven processes, and you can’t scale revenue without the right platforms. Any outsourced […]
October 5, 2018

Common approaches to outsourced sales
(and why they’re wrong)

Poor process integration. Untrained sales reps. Lack of scalability. If you’ve tried outsourcing sales solutions in the past, you’ve likely run into one of these issues. Many organizations try to […]
October 5, 2018

The B2B Purchasing Process has Fundamentally Shifted. What’s Next?

Rapid changes in the B2B purchasing journey demand evolution in sales processes and skill sets. Educated, empowered prospects are turning their backs on traditional, outdated sales models that don’t serve […]
June 29, 2018

The Key to Profitable Customer Experiences: Finding the Right CSM

There are a lot of B2B companies out there claiming to value and care about their customers. Think about it – nearly every business claims to offer a one-of-a-kind customer […]
June 29, 2018

Why Should I Buy? The ServiceSource Guide to More Effective Inside Sales Calls

Congratulations! You converted a cold lead into a hot prospect and now have an upcoming inside sales meeting with them on the books. But how are you going to move […]
June 21, 2018

Content: The Underrated Driver of Sales Success

One of the more common obstacles in the inside sales industry is the lack of alignment with marketing departments. It’s unfortunate, because when these teams work together, they can create […]
May 31, 2018

Outsourced Inside Sales Success Strategies

Globalization and the increasing interconnectedness between people has always proven to be a major boon for businesses looking to grow profits. Although geopolitical tensions are on the rise, there continues […]
May 24, 2018

The Anatomy of a B2B Inside Sales Deal

Field-based sales models are out; inside sales solutions are in! Instead of staffing large and expensive teams of sales pros who travel around hawking their products, B2B companies around the […]
April 27, 2018

Inside Sales Teams Increasingly Critical for Growth

The sales landscape is rapidly changing for businesses of all sizes and levels of maturity. One of the fastest-growing areas in companies is inside sales departments, with expansion rates that […]
March 23, 2018

The Customer Expansion Playbook

Find your strategy for maximizing CLV through cross-sell and upsell.
March 22, 2018

How to Create a Customer Success Plan

Learn how to develop a customer success plan that delivers on expectations and creates customers for life.
March 21, 2018

Creating Customers for Life

Go from customer acquisition to customer advocates.
March 20, 2018

Drive Channel Transformation

Learn how to fully enable channel partner success and maximize customer lifetime value.