Now that the hype has died down, the benefits of big data are no longer in question. Mounting research shows that organizations that have embraced big data and analytics are reaping real returns. In fact, McKinsey & Company tells us that companies that have adopted data-driven strategies enjoy...
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This May marked the 10th anniversary of Salesforce on Mobile, and we’re celebrating with a version of the Salesforce1 Mobile App that’s faster, smarter, and more empowering than ever before. Version 10 of the Salesforce1 Mobile App is now live in the Apple App Store and Google Play Store. This 10th...
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Across B2B sales, the two hottest topics of 2016 have been Account Based Sales and the role that drives it: the Sales Development Rep. In this excerpt from Bridging the Gap: The Ultimate Guide to Account Based Marketing and Selling Alignment, we set forth the role of SDRs within an Account Based...
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I've learned a lot about sales management from being a parent. Take forecasting, for example. Mid-way through each grading period, I obsessively interrogate my children about their current grades. Have their tests to-date yielded A's, B's, or (hopefully not) C's? What tests do they have remaining?...
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The benefits that cloud technology can bring a small business are well documented, and range from decreased running costs to increased cyber security. Yet all too often, people disregard the considerable difference that embracing this new technology can make to a company’s sales team.
In order to...
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Many times people assume that small businesses are at a disadvantage in sales when competing with larger companies. But the truth is, today it is more possible than ever for small businesses to compete on equal footing or even BEAT the big players at sales.
Here are a few sales strategies to help...
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Everyone understands that Sales and Marketing alignment (or smarketing) is a good thing. But the reality is that most organizations are a ways off from the VPs of Marketing and Sales being besties. I believe if organizations truly understand the value and have a clear path to get there, it will...
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Don’t worry, it’s not you—it’s your inbox. In fact, we’ve learned that the average salesperson spends as many as 30 hours per week just answering emails. Imagine how much more productive you’d be if you could use those hours closing deals!
So what’s contributing to your inbox overload? As a sales...
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Every sales leader, in every company, is searching for a killer growth angle. We all want to know how to squeeze more out of our pipeline. The best go-to-market managers differentiate themselves by pinpointing key segments where they can close deals quickly. However, this isn’t a code many people...
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