TwilioCon 2013 is quickly approaching, and we’re hoping we’ll see you there. Twilio’s annual conference, which takes on September 17-19 in San Francisco, brings together developers, entrepreneurs an decision makers focused on revolutionizing communications. We’ll be at our booth in the Partner Pavilion throughout the conference starting in the afternoon of the 17th. We’re excited […]

Assuming that sales quotas are based on viable forecasting data, they can be an excellent way to motivate reps to always perform at their best. However, according to a CSO Insights Study, less than two-thirds of sales reps met quota in 2012. What’s more, less than 57% of companies hit their revenue targets. Houston, we […]

Choosing an inside sales acceleration software provider can be one of the most important decisions that you make. There are a lot of concerns to address when evaluating solutions. How well will the software integrate with your CRM? How does it make more productive? Will it give your inside sales managers the insight and predictive analytics they […]

Each day, companies interact with customers and prospects through a flood of channels including email, phone and social media platforms. The number of cumulative interactions with our contacts can be daunting at a small company, let alone at an enterprise. It’s no wonder that companies of all sizes are embracing customer relationship management (CRM) platforms […]

In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps have excellent B2B prospecting tools in order to make them more efficient and effective. During prospecting, development reps have to […]

I like to think of Salesforce Dashboards as the reward for all the work marketing and sales teams put into Salesforce. Using dashboards, it’s possible to have a single view of all – or nearly all – the metrics you’ll need to not only monitor results and efficiency, but also show off your accomplishments at your next […]

Sales calls are more than just a conversation. They are very much a component of a process that is designed to sell. Therefore, they are something that must be monitored, measured, analyzed, and improved. Like most things involving human interaction however, sales conversations are both an art and a science. There are both tangible and […]

Are you prepared to transform sales reps with little-to-no experience into quota crushing all-stars? You’re going to need to. According to data from the Bridge Group, the average experience of inside sales reps selling SaaS products is 2.6 years at the time they are hired. That’s hardly enough time to master the the often complex science […]

There are a few areas that are important to making sure you set people up for success both in setting KPIs and then in making sure they are realistic and achievable. 1. Use proxies – talk to peers in the industry and find out established benchmarks and then try to adjust for your business and its […]

The famous management consultant Peter Drucker once said, “If you can’t measure it, you can’t manage it.” So it’s not surprising that when a sales team is winning, chances are that they’re using sales analytics. In fact, the recent State of Sales report from Salesforce reveals that top performing sales teams are 3.5 times more likely to leverage […]

Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]

It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]