Nick Hedges

The Secret to Closing Deals – It’s Easier Than You Think

What does it take to close a deal? Salespeople spend a lot of time asking themselves this question. Little do they know, the answer is right at their fingertips. To uncover the best possible process for maximizing your chances of closing a deal, Velocify...

How Greater Access to Information Elevates the Sales Game

We have all heard the stat that a potential customers is 54 percent of the way through the buying cycle before they ever talk to a sales rep. This stat makes it sound as though sellers are at a disadvantage; however, this just isn’t...

4 Ways to Maximize Your Selling Time

Understanding the importance of prioritization is paramount to the workplace, especially in a fast-paced sales environment, where multitasking can be detrimental. Below are four practical ways to help set priorities that can be implemented across sales teams. 1. Start the week with a plan...

Grooming a High-Performing Sales Team: 4 Traits to Consider

Last year, research colleague Steve W. Martin, a sales expert, USC professor and author of the “Heavy Hitter Sales” series, and I conducted a study that assessed a key shift in the sales industry: the overwhelming movement towards inside sales and away from field...

4 cinematic lessons for sales leaders – Infographic

Striking gold on the silver screen or in business requires a deeper understanding of the people behind the characters. Hollywood tends to portray salespeople as smooth, money-hungry individuals, willing to do just about anything to get a deal done. However, there are a few...

4 Tips For Wooing Your Prospects

With Valentine’s Day around the corner, love is in the air and it’s time for single men and women to show their interest and pursue that special someone. As it turns out, the rules for nurturing a relationship are not that different than the...

How to Find Out if Your Sales Recruits Have “Grit”

As a sales manager, what do you look for when trying to recruit inside sales reps? I touched on this topic earlier this week at a conference run by the American Association of Inside Sales Professionals (AA-ISP). (A side note, if you have never...

Four Reasons Why Salespeople Shouldn’t Multi-task

Multi-tasking is practically a job requirement in today’s ultra-competitive sales environment, but maybe it shouldn’t be. After many decades of glorifying multi-tasking and building tools, technology and lives around this idea, researchers around the world are pointing back to the fact that we as...

What Your Sales Team Can Learn from the Fortune 100

If you compete with the Fortune 100 for new business, the odds may be in your favor. Fortune 100 companies have the highest revenues in America, and they are often regarded as examples to follow for business best practices. But what if I told...

Do you believe in miracles?

Does your sales team rely on skill or hope to transform high quality leads into opportunity? If the honest answer is “hope” then you are not alone. Many sales teams continue to approach the sales qualification process as something that just happens… or doesn’t....

The Truth About Inside Sales

One of the most talked about trends among sales thought leaders today is the increased importance of inside sales. If you believe the hype then just as Black Friday in-store shopping is being rapidly overtaken by online gift buying, field sales teams are rapidly...

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