Sales VPs today are spending exceedingly disproportionate amounts of time trying to figure out what is going on in their sales teams in order to ensure sufficient pipeline generation. This is an acute problem for sales and revenue leaders as it is often causes reps to fail to make quota.  Pipeline generation is often measured […]

Few sales leaders would say they’re satisfied with their win rate. In fact, according to research, the average win rate per sales rep is just 47%. The question is, is your low win rate due to poor lead and opportunity qualification, below par closing skills, or a lack of product knowledge? Searching for the root […]

Quota attainment went from 63% in 2012 to 53.8% in 2018 – that’s nearly a 15% drop. Today, we constantly hear that “sales are harder than ever before”. The question is – is this just a perception or reality? To understand how much sales have changed and how managers can improve their teams’s sales performance, […]

  All reps are not created equal. By applying AI to their data in Salesforce, sales leaders can detect changes in selling skills before they impact revenue. How do you quantify a rep’s product knowledge or engagement ability? Leveraging data from 140M+ daily sales predictions, Rob Käll, Cien CEO, appeared on Donald Kelley’s The Sales […]

For sales leaders, podcasts are the most accessible and carefree way to get information. While continuing your daily routine, you can access some of the best discussions on sales from your home, car or headphones. Listening to the podcast is the easy part. The hard part is choosing which ones to listen to among the […]

Where are the women in sales? What advice would female leaders give to those who aspire to lead sales teams? In a new ebook entitled Women Talk Sales Productivity, Cien gathered leading saleswomen to hear their accounts of the current sales landscape, its best practices, and advice to future saleswomen looking to make their mark in […]

In this series, we delve into the personal and professional dimension of female thought leaders from the world of high tech sales to explore their views on productivity and sales effectiveness. This week, we connected with Marylou Tyler, renowned author and founder of Strategic Pipeline, a Fortune 1000 outbound sales consulting group. A internationally recognized thought […]

In this series, we delve into the personal and professional dimensions of female high tech sales leaders to explore their views on productivity and sales effectiveness. Cien spoke with Jill Konrath, advisor to growing tech companies and best selling author of four books: More Sales, Less Time; Agile Selling; SNAP Selling and Selling to Big […]

In this series, we delve into the personal and professional dimension of female thought leaders from the world of high tech sales to explore their views on productivity and sales effectiveness. This week, we connect with Andrea Waltz as part of Cien’s Women in Sales Talk Productivity series. Andrea is the co-author of best selling Go for No!,  and speaks […]

In this series, we delve into the personal and professional dimension of female thought leaders from the world of high tech sales to explore their views on productivity and sales effectiveness. Cien spoke with Boston native, Trish Bertuzzi, CEO of The Bridge Group and author of The Sales Development Playbook. Trish is famous for serving […]

Sales managers have been searching for the magic formula for sales motivation for decades. Many companies offer incentives such as cash bonuses or trips, but these are generally won by the few superstar salespeople in the organization, leaving the middle to lowest performers out of the loop and unmotivated. The truth is that sales professionals […]

In this series, we delve into the personal and professional dimension of female thought leaders from the world of high tech sales to explore their views on productivity and sales effectiveness. Cien connected with Barbara Giamanco, CEO of Social Centered Selling, co-author of The New Handshake: Sales Meets Social Media and host of The Razor’s Edge […]