Thirty minutes may not seem like too long to make a prospect wait for a quote, but Daniel Barber-Trenbath, Director, Sales Development & Operations at ToutApp, thinks it is — twenty-eight-and-a-half minutes too long, to be exact. Daniel and his team wanted to get quotes out the door faster, so...
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Data acquisition methods, customer interactions, marketing tactics, and sales strategies are constantly changing, along with the type of information you need at your fingertips when picking up the phone for that first customer call. That’s why Dreamforce is critical for business professionals to...
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When Sandler Training surveyed 1,226 salespeople the only activity they deemed worse than cold calling was getting a root canal.
No one should have to do a job that is almost as bad as dental surgery! There’s a much less tortuous—and much more effective—way to sell. By getting referrals from people...
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Every company has a competitive advantage. Having a clear picture of what that competitive advantage, or Unique Selling Proposition (USP), is and being able to communicate it clearly and effectively to prospects, however, is sometimes another story. From defining and clarifying your USP to...
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Every day, I see new statistics about the growth of devices, connections, and data across the world. Today’s numbers claim that 90% of the world’s data was created in the last 12 months. Two years ago, the stats showed that it had taken 24 months to create the same amount of data. Two years, and...
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As part of our partnership with Microsoft, we’ve jointly developed more than 10 new and powerful integrations to make our customers more successful. Today, we're excited to announce that we’re bringing the power of Salesforce Lightning into Outlook with the Salesforce App for Outlook.
Salesforce is...
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All sales managers fear month-end as they agonize about delivering on their forecasted revenue number. This is a legitimate fear as CSO Insights found that only 48% of forecasted deals actually close. That’s worse than a coin flip for every opportunity in your ‘forecasted’ pipeline. Now that is...
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In the time it takes you to read this article, your sales manager may have caused the death of a sale. Here's how to avoid it.
When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and...
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Our team loves the work of Tim Riesterer and Erik Peterson of Corporate Visions — a leading marketing and sales messaging, tools and training company that helps global B2B companies create more sales opportunities.
We’ve had the pleasure of hearing both gentlemen speak several times this year on...
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