Are you working harder or smarter? Are you reactive or proactive? Sales reps waste a lot of time doing random tasks. Sales reps attempt to manage their time but become overwhelmed by long lists and outside distractions. A lot of companies sign their reps up for time management courses only to have great habits disappear. In this episode, Amanda Holmes, CEO of Chet Holmes International, talks about the book "The Ultimate Sales Machine" and dives deep into time management techniques to boost sales productivity immediately.

Prospecting is one of the toughest jobs in sales and many reps and companies are confused about how to best approach this difficult task. James Carbary and Sweetfish Media have the answer. In this episode, James Carbary discusses his 12-step process to help companies perform targeted prospecting and marketing to achieve revenue goals.

David Rudnitsky, SVP of Enterprise Sales at InsideSales.com, discusses the principles he's learned over his sales career to close large enterprise deals. Dave's methodology has been honed over the years and was featured in Marc Benioff's book, Behind the Cloud, to describe how Salesforce.com was able to achieve unparalleled success in the enterprise space.

The latest InsideSales.com research suggests deal sizes have grown more than 5.5 percent, meaning companies are moving upstream and chasing bigger deals. In this new sales environment, applying the same tactics you used before won’t produce success. A different approach, a different process and different systems are all required to hunt whales. After more than 200 sales consultations, Gabe has discovered five secrets to closing bigger deals.

Apttus provides quote to cash solutions on the Apttus intelligence cloud. Since it's inception in 2006 Apttus has experienced rapid growth and was valued in 2016 at over one-billion dollars. Bootstrapping in the early days the company started with one and grew to 100 sales development reps in 18 months. Kent Venook, Director of Global Sales Development discusses his six lessons learned from accomplishing this amazing task.

There is a lot of buzz in the Sales Acceleration space about Account-Based Sales. In this episode we breakdown why people are even talking about it, what it really means, and who this strategy is right for.

There are a lot of buzzwords in the sales acceleration space: big data, gamification, social selling, etc. Although we may use these terms not everybody understands what we are referring to. In this episode, we define what Sales Acceleration means and discuss important topics that will be addressed on this show around the areas of Demand Generation, Sales, and Sales Operations.