In order to grow, you need customers - but not just any customers. You need customers that will value what you sell. Unfortunately, if you’re like most sales people, you have no idea of the value that you sell. Why is this?
The problem is sales teams are taught that value begins with their...
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Marketing and sales, despite sharing similar goals, are historically at odds. As marketing is responsible for generating qualified leads for the sales team, disjointed views on what constitutes a qualified lead or a sales-ready lead often result in efforts that fall short of providing a...
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B2B marketers love using paid search dollars to get landing page form submissions. It’s all about getting those names! But how well is that really working?
Web leads come with bad information (you’ve all seen abcd and noneofyourbusiness in the first name field) and low contact rates (did you know...
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We have a huge task. All salespeople are accountable for specific metrics. If we consistently underperform, we're out of a job. But that’s our problem, not our buyers’.
Our clients don't care that we have goals to meet. They don't care that it's quarter-end or year-end. They care...
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Inside sales professionals at high-tech companies will be generating an increasing percentage of total company sales over the next two years. That’s just one of the facts we confirmed in our recent survey-based research on inside sales.
Inside Sales Research Reveals Trends
Some interesting...
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Today’s most successful companies are all about their customers. Putting customers first and becoming a “customer company” should be the top priority for every small business looking to grow—and the SMBs that thrive will use data to make it happen.
Customer relationship...
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I admit that I have a freakish fascination with time. I’m always trying to figure out how to optimize tasks — especially recurring tasks. Being sensitive to my own use of time has given me a deeper appreciation for other people’s time. It’s a respect thing. Time is valuable and to receive...
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The days of “one-call closing” are long gone, yet that is exactly what far too many salespeople are doing. They make one call, don’t get the response they want and move on to the next prospect.
Prospecting is all about creating confidence and competence, and this is simply not going to be...
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This is an excerpt from the 15 in 2015 Inside Sales Trend Report.
Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. This ambitious and driven group simply doesn’t see any boundaries when it comes to moving into management...
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![Why Call Intelligence Is Paid Search’s New Best Friend [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2015/02/6a00e54ee3905b883301bb07b4b9aa970.jpg)
![Small Business Spotlight: Transform Your Business into a Sales Powerhouse [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2015/02/6a00e54ee3905b883301b7c743bd74970.jpg)
