Sales management has been a data- and performance-driven profession for decades, but only recently has technology caught up to the real needs of sales managers. Today, true data collection and performance analytics can become a core part of the sales management process. Thanks to powerful CRM data capture technologies and sales dashboards, sales leaders have […]
Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance of modern sales teams has brought new challenges for sales managers everywhere. CRM’s are typically not equipped to track complex […]
The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact with our brand and when they’re most likely to convert. We even have penetration data to see how conversation about […]
The most powerful tool a sales manager can have is data, but it is often their biggest liability. Quality sales data allows managers to accurately predict, forecast, and develop sales strategies to ensure reps are successful and meet their goals. The problem is the information is often not trustworthy because salespeople do not have the […]
This year during March Madness, a bracket titled “I just guessed” briefly held the top position in ESPN’s contest for a period of time. While the bracket didn’t end up winning, the random guesses yielded an 83% accuracy rate. The University of Colorado found that the chance of building a perfect bracket purely by guessing […]
Sales analytics can give sales leaders valuable insight into both reps’ activities and the outcomes of those activities. Having that visibility can empower leaders to do a far better job of coaching reps to success. But analytics can also be used to help coaches improve their own performance. For our latest eBook, we asked some sales […]
The following is a guest post from RingLead’s VP of Enterprise and Channel Sales John Kosturos. Strong data is just as essential to salespeople for peak sales performance as the right gasoline is to an Indy car. Real time, clean, constantly-changing data will get you ahead of the curve so you can focus on success, […]
In my last post, I discussed how traditional behavioral data analysis differs from contextual data, which I defined as information that is delivered to the right person at the right time within an actionable context. Today I’ll discuss the three broad types of data that matter most to sales agents. Prioritization Data In enterprise companies, […]
For sales teams, the data value chain has never been more promising than it is right now. As your prospects go about their day, interacting with websites, smartphones and the social web, the behavioral data profile about them continues to grow. It’s possible to know more than ever about their product preferences, usage, interactions, peer […]
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 […]