Entries by Gavin Matthews

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The 3-Step Process to Managing the Q4 Calendar

From now until the end of the year, you have just over 12 weeks. Removing weekends and holidays, you actually only have 55 business days left! How long is your sales cycle? Aside from driving urgency and building skills around time management, you need to be narrowly focused coming into the end of the year. […]

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Use Sales Urgency in Q4 to Boost the Number

How familiar is this scenario? You had a great first call earlier in the year with a stakeholder that is fully qualified to buy. As you continued the discussion, you realized that budgets and end-of-year considerations were your best chance to tip the scales in your favor. So you set up a closing call in […]

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Use Social Selling to Amplify Results in Q4

As the world becomes more digital and enriched with new and better ways to communicate, it can become difficult to match what we want to demonstrate with the actual use of the tools at hand. Relatively simple applications, like Facebook, LinkedIn, and Twitter, are now very robust ecosystems, with their own unique voicing and content. […]

Flip Sales Training and Convert 13% More Leads

In the same way that our traditional education system often prevents students from reaching their full potential, I believe standard sales training also hinders the growth of your reps. It leaves them unable to learn and adapt, and ultimately holds them back from hitting their number. The problem is that reps—like students—do the bulk of trial and error […]

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CommercialTribe September 2014 Product Updates

CommercialTribe is constantly updating and building upon our social sales learning platform. In September [2014], we worked toward one major goal: make CommercialTribe better, faster, and stronger! As part of the upgrade, we’re proud to announce CommercialTribe 2.0! The backend of the system is now powered by a more robust stack that can handle many […]