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 […]
Salesforce is an incredibly flexible CRM with a vast number of applications available to add to its functionality. In fact, Salesforce’s AppExchange marketplace contains over 3.5 million applications. However, with so many third-party apps at your disposal you must be careful of which you choose to implement within your business. Poorly built tools, or those […]
Defining Inside Sales Inside sales is the dominant sales model for reps in B2B, tech, SaaS, and a variety of B2C industries selling high-ticket items. Put simply, inside sales is sales that is handled remotely. It routinely involves high-touch transactions over phone and email. Contrary to telemarketers, inside sales professionals are highly skilled and knowledgable. […]
No two salespeople are exactly alike. But when you’ve spent enough time managing sales reps, you begin to notice patterns. There are some personality types that are common to most sales organizations. And one of the biggest mistakes that sales managers make is managing every rep the same. Inside sales reps with different personalities will […]
When sales reps are skilled at selling and targeting the right prospects, having more conversations almost always powers pipeline and revenue growth. But that doesn’t necessarily mean you need to go hire a lot of sales reps. The reps you have can do far better with the right tools and strategy. According to TOPO’s Sales Development Technology Report, that […]
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 […]
Years from now, when you look back on your career in sales, perhaps you’ll remember 2015 as the year you transformed the way you sell. Why? Because sales acceleration technology now offers forward-thinking salespeople what once would have seemed like superpowers. Make no mistake about it – solid sales skills, the right sales process, and CRM are […]
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 […]
I can’t count the times that I’ve heard our customers raving about Local Presence. Local Presence dialing, a feature of our Intelligent Dialer for Salesforce, makes it seem as though calls are coming from local numbers even when they aren’t. By turning on Local Presence, prospects automatically see a local area number in their Caller […]
Our Founder and CEO, Howard Brown, kicked this week off with a guest appearance on NBC’s Smart Money talk radio program. The appearance came on the heels of Howard’s heavily shared Entrepreneur article, The New Wave of Sales Acceleration Technology, which challenged business owners to outfit their sales teams with sales acceleration technology (or lose deals […]
Does your inside sales team truly have the tools they need to beat the competition? Without giving your sales team tools to help them to be more productive and close more deals, even your A-list salespeople will have trouble competing with less seasoned reps using sales acceleration technology. If you’re just hearing about sales acceleration tech, […]
Choosing an inside sales acceleration software provider can be one of the most important decisions that you make. There are a lot of concerns to address when evaluating solutions. How well will the software integrate with your CRM? How does it make more productive? Will it give your inside sales managers the insight and predictive analytics they […]