High performing inside sales teams are also high tech. Want proof? Look no further than Salesforce’s recent State of Sales report. According to the report, which surveyed over 2,300 global sales leaders, “High-performing sales teams use nearly 3x more sales tech than underperforming teams, freeing them from process-heavy tasks and giving them more time to […]
Salesforce recently polled over 2,300 global sales leaders. The result: one of the deepest dives I’ve seen yet into the factors that are making and breaking today’s inside sales teams. One of the most interesting things in Salesforce’s State of Sales 2015 report are the major challenges according to Salesforce customers. This is a subject that I’ve been especially interested in […]
Are you a sales coach or a babysitter? Coaches identify areas for improvement and give reps the tools (both figurative and literal) to reach new goals. Coaches earn their team’s respect. They play the dual roles of team member and leader. And the best coaches make hard work seem fun. Babysitters, on the other hand, […]
Salesforce and RingDNA are both fantastic tools for increasing inside sales reps’ productivity. But there’s a little-known (and free) way to make your inside sales team even more productive: the Salesforce console. Put simply, the Salesforce console offers a way for reps to view Salesforce that is more in tune with actual workflow. It can really help […]
I’ll admit right off the bat that the title of this article is a trick question. Because the majority of reps are not going to update their CRMs consistently. Why? Because reps view updating Salesforce as burdensome. As Andreesen Horowitz’s Scott Weiss rightly pointed out in a recent article, “The words ‘I need you to update Salesforce’ […]
B2B sales organizations are evolving in interesting ways. They’re becoming more customer-centric in their approach to sales and are embracing new technological solutions to increase productivity. But one of my favorite changes that I’m noticing is that Sales and Marketing teams are increasingly collaborating to transform leads into valued customers. Salesforce just put out a […]
Sometimes I think just how much more difficult my life would be without using the Lead Object in Salesforce. Using Leads in Salesforce not only gives me deeper insight into my funnel, but it also helps our Sales and Marketing teams work together to drive revenue. If you’re not using the Lead Object, your company […]
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 […]
Depending on your price point, business-to-business (B2B) sales cycles can be long. And sure, it probably will take your reps longer to sell a marketing automation system than a TV — much more is at stake. But I can say with almost 100% certainty that your sales cycles are longer than they need to be. In my experience, the number […]
The following is a guest post by RingLead’s Director of Marketing Amanda Nelson. We recently collaborated with Amanda and the RingLead team on an eBook that reveals the top 20 Salesforce guides for Sales and Marketing. In this post Amanda focuses on 8 guides that can help you measure success in Salesforce. Salesforce is an […]
I’ve found that no two inside sales teams are exactly alike. Each sales teams follows divergent sales processes, use different tools and care about different metrics. But one of the reasons that Salesforce is the world’s leading CRM is because it was designed to be customized to meet different sales teams’ needs. Not only does the CRM platform […]
The following is a guest post by Endiem’s principal consultant, Geraldine Gray. CRM implementation projects can be easy or they can be hard. Regardless, I’ve seen almost every scenario, and I can usually predict the success, failure and key challenges of a project long before kick-off. I’ve worked on hundreds of Salesforce implementation projects from Sales […]