Techniques the Best Salespeople Use

by Jennifer Preston on April 28, 2020

Any sales person knows the process of selling is never as easy as it might appear. The sales world is fast-paced and a good sales person must be able to juggle many balls in the while riding a unicycle. With sales goals, sales metrics, activity dashboards and pipeline targets to manage the need for multi-tasking is apparent. But the real question is how does the salesperson know that they are giving their attention to the right areas? The

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COVID-19s Impact on Sales

by Isaac Garcia on April 22, 2020

We've been monitoring sales activities and changes that sales leaders have been making as a result of the COVID-19 virus.

The most obvious change that almost all sales organizations have had to cope with is, for some, the first time that the entire sales force is working from home. We've been curious about how this has impacted sales organizations and their selling motion.

Over the next

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SAML Support

by Jennifer Preston on April 22, 2020 supports Security Assertion Markup Language (aka SAML) and is SAML 2.0 compatible.

This means that you can use your corporate network's primary authentication mechanism to authenticate users into This also streamlines user management into a single place.

SAML has been around for a while and is the standard for Single Sign On. There is a great post here about What is SAML

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5 Tips to Help Struggling Sales Reps

by Jennifer Preston on April 21, 2020

It is estimated that the turnover rate for salespeople is roughly 27%, according to the Harvard Business Review.  What this boils down to is that out of 4 of your reps 1 will be gone within the next year. The turnover in the sales industry is double that in other industries. As salespeople know, sales is a very tough job. All salespeople, no matter how good they are at their job are bound to hit a few low quarters. As a good manager, it

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Driving Sales with Insights and Analytics

by Jennifer Preston on April 17, 2020

Modern sales teams are already overwhelmed.  The new reality of sales teams working from home because of the COVID19 quarantines in most part of the world are making the lives of sales professionals more difficult than ever.  At the office (the work office), inside sales teams had direct access to all of the tools they needed to be successful:  laptop, desk phone, reliable high speed internet, all of the software they needed and technical support to get it

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CRM Tracking Saves Time and Money

by Jennifer Preston on April 10, 2020

Salesforce is a CRM platform that tracks all sales activities including calls, meetings and notes entered from customer calls. Strong relationships with your customers is necessary if you want to have your business remain successful and stable through difficult times. The actual process of staying on top of these business relationships is where it can be tricky. Therefore, it is important to capture the sales activities in the CRM. CRMs offer solutions that work as

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Reducing Data Entry for your Sales Reps

by Jennifer Preston on April 9, 2020

Automation has entered every aspect of our businesses and sales processes. In addition to the basic tools that include CRM, Marketing Automation, Outbound Automation and Call Recording Platforms - sales automation and artificial intelligence are now foundational tools for sales teams. The question is how do you use these tools to attract the right sales leads and increase sales team productivity?

Acquiring insights into prospective sales opportunities means that there

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3rd Party Contact Enrichment

by Jennifer Preston on April 6, 2020

Analytics, Business Intelligence, Revenue Intelligence all thrives on CLEAN data. Without GOOD and CLEAN data, all the fancy reports and insights are garbage. As we know CRM data is not always the cleanest, Opportunity and Deal data is usually ok since you need to understand the state and size of your deals, but Account and Contact "meta data" such as Location, Revenue Size, # of Employees, and up to date Contact information such as Title, Phone, Mobile

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Manage Salesforce Activities More Efficiently

by Jennifer Preston on April 2, 2020

Managing a team of sales reps takes vigilance and the power to stay ahead of the game. As a sales leader you are wearing many hats and keeping a lot of balls in the air.

On a typical day the average sales leader is:

  • Directing sales reps daily activities.
  • Coaching the team on how to connect and follow-up on leads at the right time.
  • Ensuring that the team is following the appropriate steps through each step of the

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AI-for-Sales 2020 Report

by Babar Batla on April 1, 2020

The Sales Mastery Group has released their 2020 "AI-for Sales Solutions Guide." The report is a round-up of 180 solutions in the AI-for-Sales space. The round up summarizes product capabilities and includes links to product websites, demo videos and other information to help you sort through the Sales / AI landscape.

Sales Mastery Group is run by Jim Dickie and Barry Trailer - both seasoned analysts who have

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