I don’t think anyone ever claimed that prospecting for new B2B leads is an easy task. At any given time, it can be a difficult to know the best prospects to reach out to. I recently had the pleasure of helping to organize a fantastic webinar on B2B sales prospecting. Panelist Ben Sardella, co-founder of Datanyze, […]

By “everyone,” I mean not all sales managers, directors, or even executives are fit to become sales coaches. There are plenty of reasons why this may be the case, but you might find yourself in a position where you’re wondering if you should become the resident sales coach in your organization. What are some vital […]

While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. While the uninitiated might view LinkedIn as a networking site for those seeking jobs, seasoned sales pros are already finding that LinkedIn can drive revenue when used as […]

When I was working as an agency marketer, I had the opportunity to work with several healthcare clients. Though the particular healthcare services those companies offered ranged, they all had a couple things in common. First of all, they all operated call centers that took inbound calls from prospective patients. Secondly, they were investing heavily in ads that were specifically […]

The Sales Process: What it is and why you need one The sales process is one of the most determining factors of success within every organization. Furthermore, every sales organization has one, whether they know it or not. At its core, the sales process is the roadmap for the route that sellers bring buyers through […]

It finally happened! After years of speculation, Google recently announced that there are more searches on smartphones than on desktop computers in ten countries (including the US and Japan). So in case there was any doubt, the era of mobile has officially arrived. So what does this mean for your business? Thanks to Google’s click-to-call feature on mobile […]

When you get on the phone with prospects, you are the front-line emissary for your brands. With the right knowledge and attitude, your prospects will see you as an ally who is helping them solve problems. But far too often, sales reps and SDRs strike out during sales calls. Why do they strike out? Usually it comes down to the […]

One of the most important aspects of outbound sales is ensuring that you have a steady stream of new leads to go after. For many reps, this entails networking with close friends and colleagues in order to drum up new business opportunities. But according to Sales Engine’s CEO Craig Wortmann, most sales reps are approaching networking […]

As a Salesforce Administrator you are a jack of all trades. You are in charge of writing an advanced cross-object formula to the mundane task of helping an employee reset their password. As an #awesomeadmin your toolkit should include knowledge about telephony and computer telephony integration (a.k.a. CTI) in Salesforce. Here’s what you need to […]

Lead handling and routing is one of the most vital features of any marketing automation solution. With a robust solution such as Marketo, for example, leads from specific forms can be configured to alert a specific set of sales reps and other interested parties, and trigger many other behaviors upon delivery, such as scoring values. […]

Salesforce hasn’t always had an inside sales team. In fact, it’s something we backed into based on a need. This meant that the only way to learn how to build this kind of team was to do it while on the job. When we’ve failed, we’ve failed fast, and moved on. Not only have we […]

SMS has massive potential for sales. It’s more efficient than email, can be delivered quickly, and is read immediately. We’re also so accustomed to text messaging in our personal lives that we are naturally apt to reply quickly. SMS’s traits of speed, efficiency, and effectiveness give reps the ability to deliver highly relevant messages precisely […]