“A lot of people have this perception that CPQ is an enterprise tool just for larger companies,” said Leo Choi, head of business operations at ToutApp, a 50-person, high-growth B2B technology startup. “But even for smaller companies, like us, and with simple processes, there’s a lot that CPQ can do...
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The retail sales workforce is evolving, but is your sales training evolving with it?
For the generation currently moving into the workforce—Millennials—the “right now” culture has transformed the way they learn, how they process new information, and it’s influenced the ways in which they interact...
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Relationships rule in sales—always have and always will. Unless you sell a commodity, if you don’t establish trusting relationships with your prospects, they'll buy from someone else—salespeople they already know or who have been referred by people they trust.
So, why do sales teams rely on cold...
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Successful salespeople today need to deal with numerous buyers, with different roles, and multiple and often varying interests. While product is always top of mind for sales people when it comes to selling more or shortening the sales cycle, you’ve heard the battle cry, “If our product would...
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Imagine you must knock down 10 dominoes. What is the most efficient way to do that? Most people would go straight to the obvious solution: Line up the dominoes one behind the other, knock over the first one, and allow physics to handle the rest. I don’t know anyone who would choose to line them up...
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If you hang around marketers, you've probably heard them talk about TOFU. You've probably guessed that they're not referring to jiggly soy protein, especially if you've heard them mention MOFU and BOFU in the same sentence.
So what exactly do all these acronyms mean, and why do they matter?
For...
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Customers have more knowledge and control over the selling process than ever before driving this new Age of the Customer. To win business in this environment, customers expect salespeople to be prepared. If they are not, customers will move on to the next competitor. The only way for salespeople to...
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How Nevena Stoyanova, Business Development Rep at Salesforce, left France for Ireland and planted the seeds for a successful sales career.
Nevena, can you tell us about your background and how you found out about Salesforce?
I moved from Bulgaria to France when I was 16 -- without speaking a...
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From dials to data entry, there are tasks and processes nearly all sales people must work into their daily grind. As a marketer, I’ve worked with sales teams to build out sales and marketing funnels, sales collateral, go to market strategies, and more. During these major undertakings, technology...
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