A Sales Guy

AUGUST 13, 2012

One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. They just end up frustrating the sales people and irritating leadership.

CRM 115

CRM Commission Closing Promote 115

Veloxy

NOVEMBER 6, 2023

Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. Let’s start on this journey to simplify, consolidate, and elevate your sales process.

Sales 289

Sales Strategize Gaming Up-sell 289

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Does Artificial Intelligence in sales replace salespeople?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Veloxy

NOVEMBER 29, 2022

Field Sales Engagement is the process of engaging prospects, leads, and customers in face-to-face meetings. It’s a fundamental process in field sales because customers are looking for face-to-face consultations and conversations with their vendors. Don’t forget to read the Ultimate Guide to Field Sales Success .

Territory 246

Territory CRM Sales Contact 246

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Tibor Shanto

AUGUST 5, 2021

One proven way is to use analogies from different yet relatable practices. In sales the go to is often sports, and one can understand why. No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. This again puts a focus on the tools you use and how.

Objectives and Key Results 293

Objectives and Key Results CRM Sales Prospecting 293

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. This is a comprehensive guide, so we invite you to use the table of contents to skip to the juiciest parts. What is Sales Acceleration?

Sales 290

Sales Quota Up-sell B2B 290

Adaptive Business Services

APRIL 10, 2024

This was before cell phones were widely in use but I would assume it would have meant those as well. I’ve been in sales all of my life and I confess that I barely understand the changes to my profession that people are discussing on LinkedIn and other places on the web. Are you thinking about a CRM? Either way … count me out.

CRM 71

CRM Sales Technology Technology 71

Salesforce

FEBRUARY 2, 2024

You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Below, we share a vetted sales email template that can help you get responses. Below, we share a vetted sales email template that can help you get responses. What you’ll learn What is a sales email template?

Pipeline 105

Pipeline Sales CRM Quota 105

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. As a salesperson, I was first introduced to the predecessor of today’s Nimble CRM … the tickler file. It was also used to ensure that follow-up tasks were completed when due. Let’s first start with a little background.

CRM 71

CRM Commission Territory Repeat business 71

Martech

SEPTEMBER 6, 2023

Inbound 23 started today with HubSpot unveiling HubSpot AI, which brings together new and existing AI-powered products and features, and a reimagined HubSpot’s Sales Hub. AI Insights, which are analytics tools that use predictive AI to make recommendations and forecasts. This will launch in early 2024. Get MarTech! In your inbox.

CRM 119

CRM Sales Launch Prospecting 119

Salesforce

JANUARY 30, 2024

You might think you know when your sales are up or down (and how that affects the bottom line), but are you using the right formula? If you’re unsure, look no further: The percentage of sales method is one of the most easiest ways to calculate forecasts, according to Harvard Business Review.

CRM 114

CRM B2C Commission Sales 114

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Cold Call 80

Cold Call Territory Prospecting Sales 80

Salesforce

JANUARY 25, 2024

” This is more than just a routine check — it’s a means of gaining insights and improving sales tactics. When you record sales calls, you can easily organize and analyze call information, surfacing key insights that allow you to address customer needs and move deals closer to the finish line.

CRM 59

CRM Sales Legal Up-sell 59

Salesforce

AUGUST 24, 2023

I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. Identify sales goals you want to track.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Salesforce

NOVEMBER 16, 2023

It’s why many of us turn to reviews and recommendations from friends, relatives, and influencers. Turn brand advocates into sellers Learn how you can quickly launch referral marketing promotions across the full customer journey. What is referral marketing and how does it work? And how is this done?

Referrals 124

Referrals E-commerce Promote CRM 124

Hubspot

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. It's a CRM (or Customer Relationship Management Platform). If you're in sales, this result shouldn't be a big surprise.

Closing 70

Closing CRM Customer Relationship Management Pipeline 70

Martech

JANUARY 19, 2024

When it comes to CRM systems, companies can choose to process customer data in real time or batches. As a marketer, it’s important to understand the differences between real-time and batch CRM data and how each can be used effectively. Real-time vs. batch-based CRM data processing: How do they differ?

CRM 106

CRM Process Campaign B2B 106

Martech

APRIL 11, 2024

So I thought I’d use it to test Google Gemini, OpenAI ChatGPT and Perplexity AI. ChatGPT’s response was slightly more scannable as it numbered the components rather than using a bolded and bulleted list. The answers weren’t profound and didn’t explain why these were the technologies to use. However, both left me wanting more.

CRM 124

CRM Retail Technology Technology 124

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

Sell 92

Sell GTM Sales Up-sell 92

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

Process 73

Process Objectives and Key Results Sales Pipeline 73

Martech

DECEMBER 18, 2023

Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.

X-functional 119

X-functional Customer Relationship Management CRM Relationship Management 119

Search Engine Land

JANUARY 31, 2024

With broken attribution models, how can you confidently report campaign performance and optimize ad spend? With the right approach, paid campaigns can still demonstrate value and guide effective optimization no matter how murky the tracking waters get. You can use this as a rough benchmark for what to expect.

CRM 132

CRM Campaign Conversion Territory 132

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

Heinz Marketing

JANUARY 24, 2024

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction Customer Relationship Management (CRM) tools have evolved significantly since their inception. With the arrival of big data, a term that epitomizes the massive, complex datasets generated in the digital era, the landscape of CRM has undergone a transformative shift.

CRM 100

CRM Customer Relationship Management Technique Technology 100

Adaptive Business Services

MAY 8, 2024

Updates We do have a couple of interesting updates to report … Web hooks – I have not personally tested this new feature but a web hook is used to connect one cloud-based application to another. Prior to web forms being introduced, I used web hooks to connect Wufoo contact forms to Mailchimp to Nimble. I have seen the interface.

CRM 71

CRM Contact Consult Service 71

Salesforce

JUNE 14, 2023

Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. In fact, 81% of sales reps say buyers increasingly conduct research before they reach out, according to the latest State of Sales Report. But not always. Frame this conversation as a partnership.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. And, there is a certain amount of idle/ad-hoc time that is actually important to sales performance.

Sell 139

Sell CRM Technique Territory 139

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. Here’s how AI-powered platforms are enabling more effective identification and engagement of B2B buying groups.

B2B 117

B2B Drivers/motivators CRM GTM 117

Sales Pop!

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

CRM 97

CRM Pipeline Education Sales 97

Salesforce

JANUARY 3, 2024

I used to be one. As a sales professional, you don’t have to coerce or pressure. As a sales professional, you don’t have to coerce or pressure. Instead, you need to be a curious problem solver who uses your emotional intelligence to be of service. That begins with your sales pitch.

Pitch 109

Pitch Sales Prospecting Clients 109

Martech

MARCH 27, 2024

Leading CRM platforms like Salesforce, Dynamics, Zoho and HubSpot are introducing new AI features for autonomous chats, automatic campaign launches, product suggestions and sentiment analysis. The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information.

Territory 122

Territory CRM Manufacturing Pipeline 122

Salesforce

NOVEMBER 21, 2023

But the question is, how can you reach this audience at the right time, with the right message, in a way that doesn’t make them feel like they’re being sold to during a service visit? They also know that customer trust can lead to more sales. Most likely, your mobile team is already doing this without much guidance or forethought.

Service 105

Service Growth Cross-sell Appointment 105