Posts Tagged ‘Sales Intelligence’
Cold Calling Secrets: How To Eliminate Fear, Failure, And Rejection
Sales teams can improve their performances by using a sales dialer and smart calling. Read on to find out how here! In this article: Make More Productive Calls with Smart Calling Techniques Phone Prospecting Myths Myth 1: Prospecting and Cold Calling Are Dead Myth 2: Prospecting Is Just a Numbers Game Myth 3: For Every…
Read More6 Game-Changing Trends in Enterprise Software Sales
The only constant in this crazy world is change. And nowhere does that apply more than in enterprise software sales. Today we take a look at six game-changing trends that can make or break your sales career. 1. Everything is interconnected. Bipul Sinha, from Lightspeed Venture Partners, tells TechCrunch that if your solution doesn’t fit…
Read MoreWhy Being an Inside Sales Professional is a Great Career Choice (Part 1)
You just graduated and the moment of truth has come. You need to find a job. Not only any job, but one with benefits, good pay, advancement – in other words, one you can build a real and lasting career on. Looking at a career in any field takes time. It’s important to think over…
Read MoreFaxing: A Sales Reps’ Secret Weapon
Do young sales reps even remember what a fax machine is? More importantly, do you know how to use one? Well guess what? As a tool, faxing can still be very relevant as a communications channel. With all the different ways of communication available, people have become more leery of the most common communication practices.…
Read MoreHow to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)
The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to avoid them. Reason #3: The sales rep is probably not asking for the…
Read MoreThe Meaning of “Result Y”
We forget sometimes just what exactly it is all this technology in business is supposed to be doing for us. The point of it all is that ultimately we want to replace the aspect of human intuition….or do we? On the surface you’d think that was it, right? If anything, we want sales to be…
Read MoreInside Sales Tip: For Lead Routing, Skill-based Trumps Regional and Ad-Hoc
Saw that lead metrics guru Trish Bertuzzi posted an answer to question on Quora talking about the most appropriate way to do sales lead routing. And I thought I’d quickly chime in. In the actual Quora question, the person asks, “What’s the most effective way to route leads?” One of the respondents immediately chimed in…
Read More“The Best Laid Plans” – An Apology for Screwing Up Yesterday
The power of automation, as most of us have discovered, is a two-edged sword. When set up properly, automation is leverage for the work you already do, multiplying results. When set up incorrectly, it multiplies your mistakes in the same way and occasionally causes you to “auger in.” So in the interest of honesty, we…
Read MoreLooking Backwards and Forwards From 2011: Predictive Sales Intelligence Will Redefine CRM and the Sales Process
One of the problems we all have with technology is that we soon forget that what is now commonplace was once rare or non-existent. New technologies penetrate the market so rapidly that total market transformations can occur in the space of under three years (and some might say even less). It’s barely been a decade…
Read MoreDemand Generation, Tactics and Strategy, and Business Intelligence
Tuesday evening at Dreamforce, I got into an interesting Twitter conversation with Left Brain Marketing’s Adam Needles (@abneedles on Twitter) discussing marketing’s relationship with sales. In Adam’s mind, he felt that the presenters of the Sales/Marketing alignment session were pushing marketing back into a sales support role, one that he felt didn’t align with the…
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