Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel like outsiders. That’s why today it’s all about...
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Most marketing teams have spent a lot of time and resources on their marketing automation platform and lead scoring system. Yet, many sales teams still cherry-pick through the leads Marketing hands to them.
Unfortunately, many sales reps still source their own leads because they don’t trust their...
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I recently had a conversation with both the Director of L&D and the RVP of Sales for a large global company. The topic: how to improve the company’s ability to manage its sales pipeline. The L&D director was keen on our pipeline management training program since her company was struggling...
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“Scale or die” is often thrown around in jest, and the phrase probably contains more truth than fiction, but it’s missing a few steps. Michelle Pietsch, Associate VP of Sales at Datadog, thinks that one of the biggest missing steps in scaling with rapid growth is patience.
Michelle joined the...
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When you deliver a superior experience, your buyers stick with you and become a valuable source for business referrals. You gain tremendous benefits through recurring revenue, new opportunities, and customer loyalty. Which is why organizations focused on innovation, growth and long-term shareholder...
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Salespeople make a lot of phone calls and are used to hearing the word “no” a LOT. Add in performance-based compensation, lofty sales goals, and having your activity scrutinized, and you’ve got a highly stressful job.
Thankfully, there are lots of tools that help make the sales process easier. Here...
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Salesforce is a diverse platform with capabilities well-poised to transform business. One of the main attributes of the cloud-based CRM is its ability to decipher the customer journey.
Think about how businesses used to operate:
Marketing teams had databases that outlined all their campaigns and...
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It can be the most frustrating aspect of working in sales. Professionals show up at a prospect’s location or dial into a planned phone call, only to find there’s no one available. Even with every measure in place to prevent them, sales professionals are never immune from at least occasional...
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Salesforce Quote-to-Cash is all about helping you close deals faster than ever before. This year brings enhancements throughout the Quote-to-Cash offering, from scalability of Configure, Price, Quote (CPQ), to ease of use, and everything in between. Your customers and partners can also get in on...
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