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There has never been more pressure on revenue teams to drive pipeline than there is today. And to keep up with growing demands, sales teams are increasingly adopting multichannel, multitouch engagement with buyers.  Many companies are going one step further: using AI-based guided selling to determine who to reach out to and how to reach […]
There has never been more pressure on revenue teams than now. To succeed, revenue teams need to know what works and then scale those best practices across the organization. In order to make success repeatable, teams need to use playbooks.  Just like no football team is going to win the Super Bowl without a book […]
Sales cadence: why does it matter? A sales cadence (also known as a sales sequence) is a scheduled set of engagements between a salesperson and a potential customer of a business. Some of the steps are automated, such as emails or text messages, while others are initiated by a salesperson, such as phone calls or […]
Building sales cadences in Salesforce is an effective way to streamline your lead response or prospecting efforts. To stay competitive, using a sales cadence (also called a sales sequence), or automation of sales messaging, is no longer just an option. Today, it takes an average of eight touches before a sales rep makes contact with […]
Building a good sales cadence or sales sequence by following strong sales cadence examples can make your sales team more productive and enforce the use of best practices in your team’s selling efforts. 42% of sales reps find prospecting to be the most challenging part of the sales process, according to HubSpot. With a strong […]
Have you noticed a sharp uptick in sales emails appearing in your email and LinkedIn inboxes? I know I have. According to the Email Statistics Report from the Radicati Group, there has been a steady increase in the number of business emails both sent and received. As of last year, the average employee receives a whopping 84 […]
It’s staggering to think how much potential revenue companies leave on the table every day simply by not responding to web leads fast enough. When HBR published a now-famous article on lead response, sales organizations everywhere became wise to one of the biggest obstacles that stands in the way of sales growth: lackluster lead response time. The article […]