In its sales operations optimization study, CSO Insights found that sales technology is a key differentiator of high performing sales organizations. In fact, Salesforce found that 88% of high performers use sales technology. It’s easy to see… without sales optimization tools, teams simply waste too much time and lack the capability to effectively sell in […]
The very first text message was sent in December of 1992. Since then, SMS has steadily become ingrained in our daily lives. On average, Americans actually send five times more SMS messages than phone calls each day. Furthermore, 95 percent of Americans now own mobile phones. Of those, 81 percent use text messaging regularly. We […]
Maximize Your Sales Effectiveness with Advanced Call Routing In the past, call routing systems were complex, hardware intensive, difficult to manage, and uncompromising. Now, it’s the exact opposite. Modern day call routing systems are application-based, incredibly powerful, and simple to use. In fact, call flows in solutions like RingDNA can be created and modified through […]
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 […]
The goal of any paid search landing page is to inspire a quick action from potential customers. A/B testing can help marketers determine which landing pages offer the best returns. And while sites like Which Test Won and Marketing Sherpa offer a wealth of resources about optimizing landing pages for online conversions, in many industries, […]
We hear a lot about how companies need to use call tracking to see the true value of their marketing campaigns. But what is call tracking, really? Call tracking measures the impact of marketing efforts on lead generation and sales. It was born from evidence-based marketers’ desire for increased visibility into lead sources. If all […]
Going into a new sales year, it’s more important that ever to ensure that sales and are in lock-step. One of the biggest mistakes that I see B2B companies make is assuming that Marketing’s job is simply to generate leads. Sure, generating high-quality leads is an essential ingredient in a healthy sales pipeline. But the best […]
Sales acceleration technology is a category of software that’s designed to maximize sales revenue by driving sales efficiencies and improving sales effectiveness. This involves not only automating sales processes, but also increasing the velocity of sales by helping reps identify the best prospects, connect with them more successfully and have more intelligent conversations during the […]
For years, pundits were predicting “the death of the phone call.” In fact, nothing could be further from the truth.. According to BIA/Kelsey, $64.6 billion is spent each year across media just to generate calls to businesses.  More data from BIA/Kelsey reveals that 66.4% of companies surveyed report calls as a high-quality lead source—higher than any other […]
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 […]
Scott Brinker’s massive new version of the Marketing Technology Landscape is so vast – comprising more than 1,800 companies – that it easily earns its moniker as a “supergraphic” (Before viewing, raise browser zoom to maximum and don a pair of telescopic eyeglasses). Squeezed between the many no-brainer categorical segments such as Marketing Automation and […]
A marketer’s job should not end where a salesperson’s job begins. One of the biggest mistakes that B2B marketers make is assuming that their job should end with lead generation. But All B2B marketers should be full-cycle marketers, which is to say they should stay engaged with sales and help move leads through each stage of […]