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Qualified Quotas: A Driving Force for Sales and Marketing Alignment
Qualified Quotas: A Driving Force for Sales and Marketing Alignment We are living in the age of the customer. The modern buyer has nearly unlimited access to customer reviews and product information. It does not matter if you are in sales or marketing, a customer-centric mindset is essential. To develop an organizational culture that puts the customer at the heart of everything you do both sales and marketing must align with the customers’ needs and pain points. Therefore, sales and marketing must join forces and understand each other better to optimize every step of the buyer’s journey and make it 100% customer-focused. As Jill Rowley, chief evangelist and an expert....
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7 Sales Onboarding Best Practices
7 Sales Onboarding Best Practices As many as 62% of companies consider themselves to be ineffective at onboarding their new sales hires -- is yours one of them? According to research by the Sales Management Association, it takes an average of 10 weeks of training to ramp up new sales hires. And after that, it takes 11.2 months for them to actually become productive and start giving some ROI. Couple that with the fact that the average cost to replace an “average” sales rep is $97,960 and you can see the major disconnect. Plus, companies that have good onboarding procedures improve quota attainment by 6.7%....
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The Future of Salespeople: Humans VS Robots
The Future of Salespeople: Humans VS Robots Human relationships are an essential part of sales. Many buying decisions are based on how reliable and trustworthy a sales person is in the eyes of the customer. Currently, these relationships largely rely on human interactions since technology is still not able to fully imitate human behavior. However, what would happen if salespeople could one day be replaced by robots that are twice as productive and cost half as much? The buying process is already largely automated. In fact, McKinsey estimates that, by 2020, customers will manage 85% of the relationship with a company without interacting with a human....
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What to Look For in a Route Planner for Outside Sales
What to Look For in a Route Planner for Outside Sales 1) Routing Features 2) Accessible Across Platforms 3) CRM Integration 4) Filters and Categories 5) Lead Generation 6) Optimized Route Based on Current Traffic 7) Great Customer Support
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12 Best Sales Books of All Time: Reading Essentials for Salespeople
12 Best Sales Books of All Time: Reading Essentials for Salespeople “Who has time for reading?” You may ask yourself every time you come across an article like this. Well, let me give you some names… Bill Gates reads more than 50 books per year. Elon Musk learned how to build rockets by reading books. Warren Buffett reads 5 to 6 hours a day. And the list just goes on and on. They are obvious proof that success is closely linked to reading. If they can make time for it, you can too. As a salesperson, investing in yourself is key to standing out from the crowd and advancing your career....
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