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 […]

Sales management is an extremely rewarding, challenging, and exciting position to be in. Ultimately you are responsible for leading and guiding a team of reps to success through goals, quotas, plans, and processes. Whether you are already a manager looking to be promoted or are a sales rep that wants to become a manager, these […]

More marketers are leading inbound sales teams, but even if your inbound sales team doesn’t report directly to Marketing, marketers still have the power and—in my opinion— the responsibility to help sales reps succeed. And one of the best ways to enable sales is by using a call tracking system. Call tracking software is routinely used […]

Understanding Salesforce Users’ behavior is like a Countdown conundrum – you can never really unscramble all the data quickly enough to get the winning answer. As a CRM software initially designed for Sales teams, most of the Salesforce features are focused on arming salespeople with the toolkit they need to hit targets and, ultimately, increase […]

Visual search and knowledge platform Docurated has released a new infographic detailing the state of sales productivity for 2015. The infographic, which stems from the visual search and knowledge platform’s survey of 127 sales and marketing executives, highlights the importance of improving sales productivity. We also think it reveals some powerful opportunities for sales teams to drive more revenue this year. […]

The main difference between B2C and B2B sales strategies is the decision-making process. B2C sales focus on quick, emotionally-driven decisions, often influenced by personal desires or immediate needs. In contrast, B2B sales involve longer sales cycles, multiple stakeholders, and decisions driven by logic, ROI, and business impact. Understanding these dynamics is crucial to tailoring your […]