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Salesforce recently polled over 2,300 global sales leaders. The result: one of the deepest dives I’ve seen yet into the factors that are making and breaking today’s inside sales teams. One of the most interesting things in Salesforce’s State of Sales 2015 report are the major challenges according to Salesforce customers. This is a subject that I’ve been especially interested in […]
Does your sales team spend way too much time chasing small deals? Have you become too reliant on inbound lead quality? If so, I have good news – on Tuesday May 19, I’ll be moderating the How to Close Bigger Deals Webinar that will reveal proven ways to blow up the size and scope of your sales […]
I’ll admit right off the bat that the title of this article is a trick question. Because the majority of reps are not going to update their CRMs consistently. Why? Because reps view updating Salesforce as burdensome. As Andreesen Horowitz’s Scott Weiss rightly pointed out in a recent article, “The words ‘I need you to update Salesforce’ […]
Sometimes I think just how much more difficult my life would be without using the Lead Object in Salesforce. Using Leads in Salesforce not only gives me deeper insight into my funnel, but it also helps our Sales and Marketing teams work together to drive revenue. If you’re not using the Lead Object, your company […]
The best sales teams are have experienced a profound revelation: without sales acceleration tools, reps are going to leave a lot of revenue on the table.  And by sales acceleration tools, I’m not talking about CRM. CRMs like Salesforce help keep your data organized and are great for crunching out reports, but sales acceleration tools […]
The following is a guest post by RingLead’s Director of Marketing Amanda Nelson. We recently collaborated with Amanda and the RingLead team on an eBook that reveals the top 20 Salesforce guides for Sales and Marketing. In this post Amanda focuses on 8 guides that can help you measure success in Salesforce. Salesforce is an […]
I’ve found that no two inside sales teams are exactly alike. Each sales teams follows divergent sales processes, use different tools and care about different metrics. But one of the reasons that Salesforce is the world’s leading CRM is because it was designed to be customized to meet different sales teams’ needs. Not only does the CRM platform […]
The following is a guest post by Endiem’s principal consultant, Geraldine Gray. CRM implementation projects can be easy or they can be hard. Regardless, I’ve seen almost every scenario, and I can usually predict the success, failure and key challenges of a project long before kick-off. I’ve worked on hundreds of Salesforce implementation projects from Sales […]
Salesforce can work magic for improving Sales and Marketing ROI. But only when it’s correctly implemented and tailor fit to your business. One of my favorite things about Salesforce is how flexible it is. Not only are their myriad customization options within the platform itself, but Salesforce also supports a vast ecosystem of apps that can help […]
More marketers are leading inbound sales teams, but even if your inbound sales team doesn’t report directly to Marketing, marketers still have the power and—in my opinion— the responsibility to help sales reps succeed. And one of the best ways to enable sales is by using a call tracking system. Call tracking software is routinely used […]
For many, the term inside sales conjures to mind images from movies like Boiler Room or The Wolf of Wall Street, in which reps are crowded in a single room in an office building dialing leads at light speed in a race to crush quota. While this is still the reality for some organizations (often […]
One of the year’s biggest stories in Enterprise Tech is the remaking of HP. The company is in the process of splitting into two huge public companies, with traditional hardware such as printers and laptops on one side of the house, and the other side, Hewlett-Packard Enterprise which will be helmed by Meg Whitman, focusing on cloud computing […]