3 Ways to Improve Sales Productivity
Even the best sales people need some tips now and then. When it comes down to it, the problem could simply be one of time management—your reps may be spending too much time chasing down leads that will...
View ArticleUse Sales Insights to Send Emails Prospects Actually Read
Much of the time, your first contact with a prospect will be through email. However, sending out shoddy messages that appear mass-produced and untailored to the specific business can wreak havoc on...
View ArticleThe Importance of Choosing the Right Contact Method
In the modern, data-driven environment, we have myriad contact methods to reach prospects. The variety of choices can make it difficult for sales reps to determine which medium is the right one....
View ArticleSell insights, not just products with customer intelligence
Understanding your customer more deeply can lead to an increase in sales. In this data-driven world, the relationship between sales rep and prospect is different than it used to be. In the past,...
View ArticleUsing Customer Insights to Overcome the 57% Threshold
This morning, the TAS Group held their ”Battling the 57%” webinar, hosted by their CEO, Donal Doyle. Mr. Doyle spoke about the changing sales process and how salespeople can use the Challenger method...
View ArticleQualify Leads More Accurately With Customer Intelligence
Lead qualification can be a point of tension between sales and marketing teams. Sales reps often claim the marketing team doesn’t give them high-quality leads, while the marketing team argues that...
View ArticleMake a Good Second Impression with Customer Research
Many people about how to make a good first impression, but not as much about a second impression. Why even worry about a second impression, though? No matter what situation you happen to be in, forging...
View ArticleUsing Customer Intelligence to Diversify
In today’s hyper-growth, rapidly changing markets, companies diversify for many reasons. Maybe you are trying to expand into a new market, or have launched a new product. No matter what, you need to...
View ArticleShorten the Sales Cycle and Improve Sales Productivity
Shortening the sales cycle can lead to an improvement in sales productivity. The shorter your sales cycle is, the more prospects you will be able to reach. On the other hand, shortening the sales cycle...
View ArticleGet personal: not all business intelligence is equal
Most company executives know they need to jump on the big data bandwagon. They understand that having access to big data analytics can help them raise sales productivity, and so they’ve sourced a...
View ArticleUnderstand the demand side to increase sales productivity
In this day and age, where widespread distribution and globalization is a given for enterprises, just knowing who is selling in a particular geography isn’t enough. We see with our own customers in...
View ArticleHey Sales! Don’t Rely On Marketing To Make You Efficient
A colleague in sales sent me a blog post by Mike Troutman the other day called, “Hey Marketers, Don’t Forget Your Biggest Customer.” In it, Troutman says that sales teams feel forgotten by...
View ArticleDrive mobile selling with personal business analytics
As mobile technology becomes ever more pervasive, enterprise sales managers have realized that having access to the right data, 24/7, no matter where they are, is an incredibly powerful tool for their...
View Article3 Steps to Better Social Selling
The world is more social than ever—and selling is no exception. But as Salesforce.com points out, the conversation around social media has been focused on marketing instead of making the sale. However,...
View ArticleWork smarter, not harder, to drive more revenue
Everyone wants to be as effective as possible at his job, and to be effective one needs to have deep knowledge of his or her business. Whether you’re a salesperson or a marketer, your job effectiveness...
View ArticleLadies and gents, we have a winner!
Congratulations to Stephane from Coherent, the winner of an AppleTV! Stephane learned how his sales team can increase sales productivity and drive revenue with access to relevant, personal insights...
View ArticleUsing Personal Business Analytics to Build Consensus
Having to build consensus among your buyers is one of the most challenging parts of the sales process. It is likely that many of the stakeholders (and maybe even all of them) are driving their own...
View ArticleFirstRain Introduces Personal Business Analytics™ for Salesforce1
Source: BusinessWire FirstRain Introduces Personal Business Analytics™ for Salesforce1 FirstRain’s Personal Business Analytics for Salesforce1 to be available this summer; It’s personal, it’s about...
View ArticleChange Your Sales Strategy to Stay Ahead
Changes in technology are radically altering the customer buying cycle. Customers can easily inform themselves of the options they have, and more often than not they find more than a few options that...
View ArticleStaying Ahead of Sales Mega-Trends: Super Buyers
This is part 1 of a 4-part series addressing how Personal Business Analytics help our customers respond to the emerging mega-trends set forth by McKinsey on the Salesforce blog. Highly-networked super...
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