In highly competitive industries, real-time revenue intelligence has become critical to exceeding sales goals. Revenue intelligence reveals what’s working and what’s not, so revenue leaders can continuously optimize their team’s efforts. Successful revenue intelligence requires fully eliminating manual data entry in your CRM. By automatically logging activities like calls and emails in Salesforce and curating […]

How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]

What are the Differences Between Salesforce Editions? In today’s world a CRM (Customer Relationship Management) platform is no longer optional, it’s a business requirement. It simply has become impossible to operate without one. By now you know that a CRM system like Salesforce empowers your organization to collect, analyze, store, and retrieve information that is […]

Over three months. According to research by The Bridge Group, that’s the average sales ramp-up time. It may not sound like much time, but when you consider that SDRs only remain in their role for an average of 1.8 years and that the median turnover rate is 20%, 3.1 months is a very long time for […]

In a noisy competitive landscape, providing personalized experiences to your prospects is more important than ever. An account-based sales strategy targets a specific set of priority accounts, making it easier for sales and marketing teams to focus their efforts while offering a tailored buying experience as well. More than two-thirds of B2B brands are currently […]

If you’ve been following the evolution of B2B sales, you’ve likely encountered the idea of a revenue intelligence platform. But with all the different types of platforms built for revenue teams (and more popping up all the time), it can be difficult to differentiate between their capabilities. The truth is that in a turbulent economy, […]

To build a world-class sales organization, you need to be able to predict the future. And by tracking the right sales metrics, sales leaders can gain the fuel they need to make smarter decisions and help their sales teams drive more revenue than ever. So if your sales team is not already leveraging predictive analytics, […]

House of Cards is back for its forth season. This is just one of those shows that keeps getting better and better and I can hardly wait to see how the latest season ends (I envision some binge-watching in my future). If you’re new to House of Cards, it’s the story of Frank Underwood (played by Kevin Spacey), […]

Context for Sales Conversations For sales managers with Salesforce, lead status can only tell you so much about about the state of the prospect interaction. When you need real insights into a relationship with a contact, the progress of a discussion, or where things left off, you have to read the call notes. The call […]

Sales engagement platforms have been gaining rapid popularity among businesses as a way to improve their sales processes. However, with so many platforms available, it can be overwhelming to choose the right one. It’s important to recognize that not all sales engagement platforms are created equal, and selecting a solution that doesn’t work for your […]

Sales prospecting is a challenge. Most salespeople aren’t very good at it. Why? Because they haven’t cultivated the right habits. Masterful sales prospecting skills can take years to develop. But the truth is that by nurturing some simple habits you can fast-track your path to prospecting success. To develop new habits, you must make a commitment […]

Salesforce is the world’s leading CRM for a reason—it’s powerful, flexible, and customizable to meet the unique needs of any business. However, implementing Salesforce effectively is no small task. Poor implementation can lead to wasted investments, low adoption rates, and missed opportunities for revenue growth. When done right, Salesforce can transform your sales, marketing, and […]