To build a world-class sales organization, you need to be able to predict the future. And by tracking the right 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, you may be […]

If there’s one thing I can’t stand, it’s when I hear sales reps calling under the guise of “just calling to check in,” or “just calling to say hi.” Sales reps take note: if you don’t give your prospects a clear, justifiable reason for calling, the conversation is over before it started. In order to […]

Email is one of the best tools a salesperson can have. It is highly efficient, can easily contact mass amounts of leads and prospects within minutes, and can be highly targeted to a sales reps’ most relevant audiences. Sales emails can also be used in conjunction with sales calls, as they increase the effectiveness of […]

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 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 […]

What is a lead qualification framework and why is it important? We all have to make decisions. Some of these are easier than others. When it comes time to make a decision, whether it’s what shirt to purchase, if we should go to that expensive restaurant, if we should splurge on a new TV, or […]

In our personal, day-to-day lives, nearly every time we need to make a phone call we just simply click or tap. So, at work, why shouldn’t sales teams benefit from the same simplicity with click to dial in Salesforce? Click to dial simply refers to the ability to automatically dial and place a call to […]

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 […]

If your inside sales team is making a lot of calls and using Salesforce, it makes a lot of sense to integrate telephony and CRM as closely as possible. By adding voice capabilities to Salesforce, reps will reap massive productivity gains, and managers will be rewarded with greater visibility into reps’ activities and outcomes. So […]

Voicemail is one of a salesperson’s most powerful yet underutilized tools. With 97% of business calls going to voicemail and only 11% being returned, it’s clear that leaving impactful, optimized messages is essential for success. The good news? Modern tools like voicemail drop software for sales teams and advanced strategies like A/B testing for sales […]

What are sales call analytics? Sales call analytics can refer to analytics that pertains to one of two separate components of sales calls. The first component is activity numbers and performance metrics surrounding the calls themselves. The second is a measurement and analysis of the actual sales conversation that occurs on the call. The former […]