The following guest post is authored by Amanda Nelson, Senior Manager of AppExchange Content and Community at Salesforce.  If Salesforce is a giant ship, an experienced captain must be at the helm to steer it to success. Salesforce admins are that captain. They decide which sails to trim, and where to steer their ship in […]
Ready to begin your journey as a Salesforce administrator? Here’s some sound advice from CASE Partners’ Salesforce Technical Lead and Salesforce MVP Maria Belli on the best places to get started. So you want to be a Salesforce Admin but don’t know where to start? Luckily for all of us, there are many, many wonderful resources available […]
Sales operations professionals are often the unsung heroes of a sales team. Sure, you need seasoned closers to run deals into the end zone. But unless reps are using CRM properly and adhering to a sales process, deals that could have resulted in touchdowns will end up languishing near the 20-yard line. A great sales operations manager can make closing […]
Do you recall a time, not so long ago, when sales reps kept notes on post it notes or spreadsheets? When they dialed leads manually? When they knew little-to-nothing about the prospects they were calling? Luckily, those days are gone. Why? Because tools like intelligent dialers, email templates, local presence dialers, and screen sharing have transformed the […]
One of the biggest mistakes that marketers make is not going deep enough into the sales cycle their content efforts. Marketers spend valuable time and resources creating amazing blog posts, videos, eBooks and other resources. But far too often, they assume that this amazing educational content should only be used to generate leads or raise brand […]
There are those who still believe in a traditional sales model where sales reps do everything from write proposals to answer inbound calls. However, more and more companies are separating their sales organizations into outbound reps (reps that prospect for new business) and inbound reps (reps that respond to inbound phone calls and web inquiries). The […]
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 […]
Are you not quite sure what a predictive dialer is? How about CTIs, IVRs, or mobile CRMs?  Or maybe you’ve heard the term, but aren’t 100% clear on the definition of inside sales. If so, you’re not alone. More and more companies are moving to an inside sales model. And as sales organizations migrate to a remote […]
I often get my morning coffee at Whole Foods market across the street from the office where I work. Very often, I walk out of there with more than just a coffee. The reason is that they offer a promotion that gives a discount on pastries when you purchase a coffee. I rarely intend to […]
Does a sales rep need a sales degree in order to meet quota? Should sales managers be exclusively scouting individuals who studied sales in college? According to a Harris Interactive survey, 35% of companies aren’t hitting quota, and U.S. employment firm CareerBuilder would have you believe that a lack of secondary education programs in sales is […]