It looks like 2013 is going to be a huge year for our partner Salesforce.com. In 2011, Gartner reported that Salesforce.com’s CRM market share was 16.7%, second only to SAP. However, Gartner is now predicting that 2013 will be the year that Salesforce.com will be crowned leading CRM vendor worldwide. While developing a native enterprise […]

The following is a guest post by Rajesh Setty, President and co-founder of WittyParrot, a content delivery platform. The secret weapon for your B2B sales teams is mastery of second contact and beyond. Mastery of second contact and beyond includes, but is not limited to: Being responsive Being contextually relevant Being trustworthy Having the X-Factor […]

I recently read some psychology research that transformed what I thought I knew about multitasking. The article, published by Wharton researchers in the December 2018 issue of the journal Psychological Science is titled “The Illusion of Multitasking and Its Positive Effect on Performance.” Although it is about general human psychology, it has big implications for […]

The following is a guest post by RingLead’s Director of Marketing Amanda Nelson. We recently collaborated with Amanda and the RingLead team on an eBook that reveals the top 20 Salesforce guides for Sales and Marketing. In this post Amanda focuses on 8 guides that can help you measure success in Salesforce. Salesforce is an […]

Opportunities form the lifeblood of any sales organization. They are the glue between sales development reps (SDRs) and account executives. As your SDRs focus fervently on sourcing ops, your quota-carrying salespeople work tirelessly to transform those opportunities into closed/won deals. So if you want to predict revenue, you need to be able to predict opportunities. If you’re leading a B2B […]

For our latest eBook, we asked sales leaders to reveal a must-track metric that is essential for optimizing sales success. The following is a guest post by Mike Schultz, Co-President of RAIN Group. The RAIN Group Center for Sales Research surveyed 472 sellers and sales executives representing companies with salesforces ranging in size from 10 […]

If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales training tool and are an excellent way for reps to perfect pitches, run in to objections, and practice negotiation tactics […]

Eric Dreshfield is an advocacy manager at Apttus. According to Salesforce, the MVP Program recognizes exceptional individuals within the Salesforce community for their leadership, knowledge, and ongoing contributions to the community. They embody and represent what the spirit of the community is all about by being accessible & responsive, while sharing their expertise and knowledge about the ecosystem. MVPs are […]

We hear a lot about how companies need to use call tracking to see the true value of their marketing campaigns. But what is call tracking, really? Call tracking measures the impact of marketing efforts on lead generation and sales. It was born from evidence-based marketers’ desire for increased visibility into lead sources. If all […]

This can’t-miss online event features Bryan Naas, Director of Sales Enablement at Lessonly, Meganne Brezina, Senior Manager of Sales Enablement at Emarsys, and Scott Logan, Head of Demand Generation at Revenue.io. The trio share insights gleaned from years of experience helping sales development reps build healthy pipelines, expanding and developing sales teams, and retaining sales development […]

Salesforce can work magic for improving Sales and Marketing ROI. But only when it’s correctly implemented and tailor fit to your business. One of my favorite things about Salesforce is how flexible it is. Not only are their myriad customization options within the platform itself, but Salesforce also supports a vast ecosystem of apps that can help […]

Hot leads are the sales person’s holy grail. Hot leads can be defined as a high-value lead that is a qualified buyer, actively engaged with your company, is highly interested, and is ready to buy. Hot leads are like striking gold. A deal with a hot lead closes extremely quickly and typically requires little effort […]