Better Forecasting, Lower Churn. How Sales Engineers Positively Impact the Sales Process at Optimizely [Interview]

Better Forecasting, Lower Churn. How Sales Engineers Positively Impact the Sales Process at Optimizely

Salespeople are notorious for having rose-colored glasses and happy ears. Many think every deal will close—and at the highest possible number. Heck, sometimes I find myself being that way. And you know what? I want my sales team to be optimistic and positive. I want them to be confident—to believe that they can and will […]

Slack Is the New Chatter for Sales Teams (Slack vs. Chatter)

Slack Is the New Chatter for Sales Teams (Slack vs. Chatter)

We revealed recently that 70% of sales teams using Slack have dedicated Slack channels to organize communication around specific accounts. It’s a trend that’s happening organically as more teams move toward team selling and Account-Based Collaboration. Seeing this, we couldn’t help but ask the question: Is Slack becoming the new Chatter? Spoiler alert: yes, it is. Note: At […]

Time Is the Enemy of High-Quality, Complex Deals. Team Selling Is the Solution (Interview with Tim Sanders)

When you’re working a high-quality B2B deal, the biggest enemy to success is time. We interviewed Tim Sanders, CEO of Deeper Media and author of several sales and business books, including Dealstorming: The Secret Weapon That Will Solve Your Toughest Sales Challenges to ask him more about closing big, complex deals. “Big sales are just problem-solving […]