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I like to think of Salesforce Dashboards as the reward for all the work marketing and sales teams put into Salesforce. Using dashboards, it’s possible to have a single view of all – or nearly all – the metrics you’ll need to not only monitor results and efficiency, but also show off your accomplishments at your next […]
I remember a time I was working at another company as an account executive (AE), when our sales development rep (SDR) transferred a call over to me out of the blue. There was no data about the prospect in in our CRM, so I didn’t know what solutions she was interested in buying, I didn’t […]
If I had a dollar for every time a company has fired an amazing salesperson because he or she wasn’t good at prospecting for new leads, I’d be sipping margaritas in my mansion in Cabo right now. According to the TAS Group, more than two thirds of account executives (AEs) fail to hit quota. Now does this mean […]
If you’re new to sales management, and you’ve seen your peers discussing things like auto dialer software and intelligent dialers for sales reps, you’re probably wondering what all the fuss is about. What’s wrong with a regular VoIP system, you might say?  All your employees already use it. That’s a little like suggesting that your […]
Computer-telephony integration (CTI) solutions can help your company connect your company’s phone system to your CRM. When a phone system is connected to a CRM, it not only enables marketers to see how their efforts are influencing the outcomes of calls, but it also enables marketers to share contextual CRM data with reps in real time. […]
When I was an inside sales rep for another company, I almost exclusively sold to leads that came in from marketing efforts. At the time, however, we had outside sales reps who would hop in their cars, drive to viable prospective businesses and try to set up appointments. On good days they might even close a deal on the […]
How much time are your inside sales reps really spending selling? A few years back, I read a study saying that average sales reps only spend 35% of their time selling. My first thought was, “that can’t be right!” But think about it – how much time do your sales reps spend entering data into Salesforce, browsing […]
Whether you are trying to generate leads for your own company, or you work for an agency that traffics in leads, chances are that  you aren’t taking enough credit for your efforts. There’s a lot of talk amongst marketers about creating a culture of accountability, in which marketers are able to report the ROI of […]
Revenue.io maximizes sales performance by transforming one of the most important, and yet most neglected, pieces of technology in the office – the phone. But as any sales manager knows, keeping track of how sales teams are performing is just as important. That’s why we’ve just rolled out something our customers have been asking for – […]
Ever wish that business phone on your desk was as smart as the one in your pocket? With our new Intellgent Dialer for Salesforce.com customers, it can be even smarter. Our softphone works as an extension in Google Chrome (the world’s number one browser) and syncs data with Salesforce.com (the world’s number one CRM), enabling […]
Like many others before me, discovering marketing automation was a defining point in my career. And once you see the light, there’s no going back. I remember the old days of sending out email campaigns without any knowledge of how those campaigns were affecting conversions or contributing to pipeline. But marketing automation tools such as […]
In my last post, I discussed how traditional behavioral data analysis differs from contextual data, which I defined as information that is delivered to the right person at the right time within an actionable context. Today I’ll discuss the three broad types of data that matter most to sales agents. Prioritization Data In enterprise companies, […]