Eric Dreshfield is an advocacy manager at Apttus. According to Salesforce, the MVP Program recognizes exceptional individuals within the Salesforce community for their leadership, knowledge, and ongoing contributions to the community. They embody and represent what the spirit of the community is all about by being accessible & responsive, while sharing their expertise and knowledge about the ecosystem. MVPs are […]
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 […]
It’s difficult to keep pace with the whirlwind changes that are transforming sales processes each year. New sales acceleration tools and controversial selling methodologies (The Challenger Sale comes to mind) have made the sales profession radically different from when I took my first inside sales job seven years ago. Back then I didn’t even have a CRM […]
Prospecting for new leads can be a thankless task. According to research from TOPO, call back rates are south of 1%, and only 24% of emails are ever opened. That’s why it’s so important for sales development reps (SDRs) to use every tool at their disposal to connect with new leads. Here at RingDNA, we offer […]
Visual search and knowledge platform Docurated has released a new infographic detailing the state of sales productivity for 2015. The infographic, which stems from the visual search and knowledge platform’s survey of 127 sales and marketing executives, highlights the importance of improving sales productivity. We also think it reveals some powerful opportunities for sales teams to drive more revenue this year. […]
It’s a good time to be an inside sales rep, as new data reveals that outbound prospecting isn’t just alive and well – it’s thriving! In April, we reported that a Bridge Group and AG Salesworks study revealed that in Q4 of 2012, reps were generating 32 opportunities per 1,000 outbound calls. Now, they have […]
Despite analyst predictions that it would be extinct by now, the outbound sales campaign is alive and well. According to BridgeGroup, inside sales jobs – sometimes called “sales lead generation” jobs – are up by 54%. You didn’t really think that all those inside sales reps were taking inbound calls all day, did you?  Well, they […]
Remember the first time you saw a tablet in the workplace? For me, that was 2002’s Microsoft tablet, several years before Apple released the iPad. In both eras, corporate early adopters got a lot of questions thrown their way. What kind of work do you do on that? Is that thing really good for taking […]