• Insights

    Data Driven Exercises To Help Manage Your Sales Team: Part 3

    The traditional sales manager role is responsible for mentoring and coaching their team members through exercises such as; role-playing, critiquing sales calls, and individual meetings focused on improving instinct and interpersonal skills. Today’s sales managers combine the traditional approach of sales management with a data driven approach. Data helps provide greater transparency between Sales Managers
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  • Insights

    Data Driven Exercises To Help Manage Your Sales Team: Part 2

    The traditional sales manager role is responsible for mentoring and coaching their team members through exercises such as; role-playing, critiquing sales calls, and individual meetings focused on improving instinct and interpersonal skills. Today’s sales managers combine the traditional approach of sales management with a data driven approach. Data helps provide greater transparency between Sales Managers
    ...

  • Insights

    Data Driven Exercises To Help Manage Your Sales Team: Part 1

    The traditional sales manager role is responsible for mentoring and coaching their team members through exercises such as; role-playing, critiquing sales calls, and individual meetings focused on improving instinct and interpersonal skills. Today’s sales managers combine the traditional approach of sales management with a data driven approach. Data helps provide greater transparency between Sales Managers
    ...

  • Insights

    Should Marketing Teams Have A Lead Quota For Sales?

    Does this conversation sound familiar?  Sales Rep:  “I’m not hitting my sales quota because marketing is not sending me enough leads!” Marketing Manager:  “Marketing has generated 30-40% of your lead flow, perhaps there are issues in closing those leads?” Sales Manager:  “The leads you are sending sales are not qualified leads to close!” In most
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  • Insights

    26.92 Miles Later- Our Marathon Trek Through Technology and Innovation at Dreamforce

    Last week my colleague Nam and I had the opportunity to represent CAKE at one of the most popular conferences in the world – Dreamforce. After four days of incredible sessions, we had each walked the equivalent of a marathon. This conference is massive and is quickly becoming the industry standard for software innovators, forward-thinking
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