On Sunday, the Philadelphia Eagles face off in the Super Bowl against the New England Patriots. It wasn’t easy getting there, but as a sales rep, I felt all-too familiar feelings this season. In December, Quarterback Carson Wentz tore his ACL and was declared out for the season, forcing Coach Doug Pederson and the Eagles […]

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 […]

When I first started out in sales, I recall that my coworkers and I used to spend up to ten minutes taking notes after a sales call. At the time I thought I was being thorough, but I’ve since learned that each second I spent taking notes was a second I wasn’t spending on the phone […]

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 […]

I’ve found that no two inside sales teams are exactly alike. Each sales teams follows divergent sales processes, use different tools and care about different metrics. But one of the reasons that Salesforce is the world’s leading CRM is because it was designed to be customized to meet different sales teams’ needs. Not only does the CRM platform […]

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 […]

The following is a guest post by Endiem’s principal consultant, Geraldine Gray. CRM implementation projects can be easy or they can be hard. Regardless, I’ve seen almost every scenario, and I can usually predict the success, failure and key challenges of a project long before kick-off. I’ve worked on hundreds of Salesforce implementation projects from Sales […]

Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online before engaging in a sales process offline. What these well-informed prospects want is a very different experience from those of […]

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 […]

Local presence has always been one of our customers’ favorite features of our Intelligent Dialer for Salesforce. It’s easy to see why. With Local Presence, SDRs can connect with up to 400% more prospects by automatically ensuring that a local number appears in their caller ID screen. But until now, dynamic Local Presence has only been available […]

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 […]