I remember a time I was working at another company as an account executive (AE), when our sales development rep (SDR) transferred a call over to me out of the blue. There was no data about the prospect in in our CRM, so I didn’t know what solutions she was interested in buying, I didn’t […]

Since Apple’s iPad mini came out last year, it has quickly become one of our favorite mobile business devices. This is an updated version of the popular productivity guide that we put out several months ago. Over time, we’ve found that the mini is the perfect size for portability, while offering a screen size that’s conducive […]

Today’s business buyers are accustomed to personalized buying experiences. We all experience the convenience and speed of consumer transactions in our personal lives, and have come to expect it in the workplace as well. Salesforce found that 80% of customers say the experience a company provides is as important as its products and services. The […]

The following is a guest post from RingLead’s VP of Enterprise and Channel Sales John Kosturos. Strong data is just as essential to salespeople for peak sales performance as the right gasoline is to an Indy car. Real time, clean, constantly-changing data will get you ahead of the curve so you can focus on success, […]

We’ve entered a new era of sales and marketing alignment. According to The Bridge Group’s Sales Development Metrics and Compensation Report nearly one half of inbound-focused inside sales reps now report directly to Marketing. While this may seem counter-intuitive to some, it actually makes a lot of sense. Marketing already owns much of the technology that can […]

Recently, we’ve been deluged with sales teams looking for a Lightning ready voice communications platform for Salesforce. It’s easy to understand why, since Lightning has a sexy interface and is slowly but steadily closing functionality gaps that exist with Salesforce Classic. Surprisingly, there’s a lot of misinformation out there about what’s possible in regards to telephony integration with Lightning. […]

When you’re reaching out to new prospects via telephone, there is little room for error. You only have, at most, a minute to convince a prospect to stay on the phone. So how can you get prospects to not only stay on the phone, but engage them enough to convert them into buyers? The answer is that […]

According to Marketo, 10.99% of sales referrals convert. The same research found that only 0.9% of regular sales prospects turn into customers. That’s a huge difference. One reason for this variance is likely due to the fact that only 3% of people consider salespeople to be trustworthy. Additionally, most buyers now research and select vendors […]

Outsourcing part of the sales development role to an agent-assisted dialing service may not be as advantageous as expected. Not all software and technology are a good fit for all businesses. It depends on the sales cycle and the type of product being sold. With claims of 125 dials and 7-10 conversations per rep per […]

Sales managers should be doing everything in their power to help account executives (AEs) hit their quotas. Part of that is to craft a winning sales process for successfully handing leads that are qualified by your lead response or sales development reps. This requires great communication among your sales reps. Account executives need to know […]

Call recording is an incredibly valuable tool for sales managers to leverage during sales coaching and training. It allows them to coach large teams at scale by granting them the ability to capture every call and be alerted when a specific situation or rep requires their attention. These calls can be stored in call libraries […]

For sales teams, the data value chain has never been more promising than it is right now. As your prospects go about their day, interacting with websites, smartphones and the social web, the behavioral data profile about them continues to grow. It’s possible to know more than ever about their product preferences, usage, interactions, peer […]