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If you search for “wordplay” on Google and your humor is as bad as mine, you can easily waste a good part of your afternoon reading jokes on how a scarecrow kept getting...

This blog acts as a general introduction to account scoring and offers a few ideas on how to build your very own account scoring machine. At the end of the blog, you're...

Many professionals say sales prospecting is the most challenging step in the entire sales process. It requires crazy good research skills to find not only the prospects...

Customers come in all shapes and sizes. The type of company data you look at and the methods you use to make sense of it should depend on the nature of your business and...

You probably haven’t missed the term sales intelligence. But just because most people have heard about it doesn’t mean that most sales professionals use enough sales...

Knowing you are focusing sales and marketing resources on the right companies isn’t all that easy, but one thing is certain: You can’t know if you haven’t defined a...

Are you one of those sales reps that spend only one-third of your day actually selling? Does the rest of your day go to administrative tasks that could have easily been...

With modern technology, the question is not what you can measure, but what you benefit from measuring. Following the right metrics will help you as a sales executive...

For years, companies have been using historical market information to obtain a detailed view of potential sales prospects. However, these insights can get skewed by...