It hasn’t gone unnoticed the ways in which small businesses — from mom-and-pop shops to designers of problem-solving apps —have been shaping the world. Simply put: Small businesses are anything but small.
We at Salesforce know this, which is why we’d really like to help smart small businesses bring...
Read More
No two people are alike. This adage is often forgotten by sales leaders. More time and resources are dedicated to sales team training than 1:1 coaching, and I believe this is a big mistake.
Team training is not as effective as we think. According to a sales performance optimization study by...
Read More
It used to be that you needed insane amounts of money or well-heeled backers to take on a well-established competitor. Today, small businesses all over the world are using inexpensive cloud-based technologies and social networks to challenge the status quo. Europe’s leading mobile payments company,...
Read More
There used to be a fine dividing line between "sales" and other professional disciplines — there were "salespeople," and then there were the rest of us. Salespeople were the ones who had to actively build relationships and make phone calls and make things happen and get deals...
Read More
In sales, we are always trying to read our prospects’ minds: we want to understand what they are thinking and what drives them. We are constantly on the search for some insight that will enable us to connect more effectively so that we can position ourselves and our product most favorably.
There...
Read More
One of the biggest mistakes you can make is treating a B2B buyer like a B2C buyer. When you’re dealing with a member of the public, you can rest easy that you won’t have to deal with someone who knows your business like you do. In the case of a B2B buyer, you’re dealing with someone in the same...
Read More
This is the second in a new series of blogs where we identify 5 deadly trends that are hobbling sales management and then provide tactical ideas for overcoming with each one. See Trend #1 here.
If there is a single, unrecognized issue that we see holding back the evolution of sales management, it...
Read More
Enterprise-level sales professionals must be skilled at each step of the sales process, from prospecting to following up. With all of the time invested in making the sale and closing the deal, sales professionals can’t afford to drop the ball when it comes to the follow-up. After all, relationships...
Read More