The health of your sales pipeline is one of the most important metrics to measure the current and future health of your business.
A recent survey cited 72% of sales managers lead sales pipeline review meetings at least several times a month with their sales reps. The problem, though, is that 63% of those sales managers responding stated that the businesses they work for are doing a bad job of managing their pipelines. These numbers show that there is room
"May you live in interesting times" is a quote often cited during difficult or trying times in our lives. Ironically, one of the origin stories of this popular phrase is often described as a "Chinese Curse" while others credit it to a collection of Chinese short stories written in 1627 where one of the main character says:
"Far better to be a dog in days of peace
Than to be a
As business leaders and sales managers know - business is always changing. There are always new things to adapt to. But, many of us were not ready to deal with a global pandemic and the associated changes and impact. All around the globe business offices are closing and entire workforces are working from home. What can we adjust during these changing times?
Like with all changes,
First, what is Activity Capture? Its the act of taking communication data such as email, calendar events, and contacts and adding them to your CRM. CRM is your system of record and in the best of all worlds you really want to maintain a healthy CRM so you know about your customers and what is going on with them.
Salesforce has a variety of tools to deal with this including: Salesforce Chrome
Einstein Activity Capture is a great step into bringing salesrep activity data (email and calendar events) into Salesforce. By default Einstein Activity Capture pulls in emails and calendar events and associates them with EXISTING Salesforce Contacts and Accounts.
Note, Einstein Activity
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The Salesforce Chrome Extension is an Addin for Gmail and is available for Free with your Sales Cloud License.
Salesforce Inbox is an additional charge and commonly referred to as Salesforce Inbox Premium.
Both of these solutions from Salesforce are designed as a Productivity Assistant for Salesreps. Which include things like Salesforce Account/Contact lookup, Search, and also the ability to push Events and Emails to Salesforce. Both are
Date : November 07, 2019
Time : 01:00 pm - 01:30 pm EDT
You’ve spent thousands of dollars on technology to help your business run, track reporting and make your sales reps’ days easier. Yet, after all these years the MarTech stack strategy and cloud-tool adoption are still relevant (and possibly extremely annoying if broken) topics. So how can you tell what’s broken in your CRM strategy and what can you do about?
Sales & Marketing is a numbers game. Marketing is definitely a volume sport. Marketing's job is to provide general awareness to your prospects, do branding and in the best of all worlds drive inbound red hot leads. Good marketers know their personas and target that audience with relevant content and ads to remind the prospect that you exist. How do you get the top of funnel lists so you can effectively market? You can generate them by
Sales folks are quite predictable. They will go where the lowest hanging fruit is, and will pursue opportunities where their incentives are aligned with their customers. Makes total sense. Launching new Products is exciting, but if you have ever done it, it takes quite a bit to get the New Product flywheel going. You need marketing, announcements, product collateral, website changes, sales training, sales incentives/spiffs, etc... to have a shot at making new product launch a success. But
There are many Marketing Attribution platforms and systems out there. Yet true B2B Marketing Attribution is still elusive. Can you really quantifiable and accurately tie Marketing spend to Deals & Revenue? If you can, you are way ahead of the pack! We strongly believe without access to WHO is involved in the Deals and Opportunities this is not possible. Let me explain: Here is the Happy Path of a Lead: Here we have a Prospect who clicks on one of
Case Study Setup: We are a Fast Growing Cloud Company which has a ton of "Self Service" customers who need to educated and upgraded to "Enterprise". We all know its easier to sell to existing customers who already know you than to a net new logo where you need find the right stakeholders, figure out if they have the pain that you can solve, and ultimately build credibility so you can sell to them. You setup territory plans, and
Case Study Setup: We are a fast growing Company selling into the Construction Sector. We are hiring seasoned Outside Account Executives from this Industry with existing relationships, to reduce ramp up time and in this vertical relationships is the name of the game. Most of our Account Executives are on the road doing lots of in person meetings and have not been used to using CRM systems. Their tools are mostly phone, email, and text messaging. Revenue is growing
Businesses often find themselves failing to capitalize on marketing leads, even when marketing produces excellent leads upfront. Beyond wasted efforts and dollars, this phenomena leads to decreased sales productivity and can severely hinder growth. If your company is in this category, read on... Imagine you hired a bunch of subject matter experts, wrote highly engaging content, created landing pages, did a bunch of AB testing, spent money on distribution, and finally the fruits of all that labor
You are running a deal. Deal moves along but it's not closing. Many reasons for this, but one of the most common reasons is the Rep is engaged with the wrong people or isn't high enough in the Organization.
As a Manager its tough to always know about all the deals and all the contacts engaged.
But