N.E.A.T Selling™ training, used by companies like Zoom and Google, will now be available to subscribers to the JB Sales’ “Netflix for Sales” OnDemand platform.NOVEMBER 9 2020 — JB SalesJB Sales announced today that they will be adding N.E.A.T Selling™ sales training, developed by the Harris Consulting Group, to the library of sales courses available on the training video subscription service, OnDemand. The agreement between these two companies was reached after CEOs John Barrows (JB Sales) and Richard Harris (Harris Consulting) agreed on the essential nature of ongoing sales training, particularly in light of this year’s events.“Sales professionals have to confront two different realities,” says Harris. “First, work-from-home business means reps and managers are not [...]

There are multiple factors as it relates to a team aside from pipeline generation and growth when it comes to discussing your BDR and SDR team revenue contributions.First, it’s a myth that SDR and BDR teams only create pipeline generation. They contribute real revenue by doing the dirtiest, hardest, and, oftentimes, most overlooked role in the entire sales process.When someone gets stuck on the pipeline creation at the sales executive and management level, it’s like someone in marketing shouting about their open rates for emails. It also smells like someone is trying to avoid accountability on the closing side.Pipeline generation and growth by SDR teams is just the beginning. What needs to really be measured [...]

Quality data in sales has always been important. Scott Leese and Richard Harris have been beating this drum for years now and they have co-authored this post specifically as it relates to data quality. The day of reckoning is upon many organizations who have ignored data quality issues until 2020. Companies with bad data will simply not be able to keep up with their competitors as we navigate 2020 and 2021. If you still think you can win in the sales world without having a solid data provider, you may as well close your doors now. Or, I suppose you can leave them open, but your competitor will simply crush you. Yes, it’s that important. [...]