If you’re like many sales prospectors, you power through a large list of leads, hit each lead once or twice, and then move on. But did you know that 80% of sales require at least 5 contacts to close a deal? The trouble is that only 10% of sales reps follow up with leads more than […]
Sales development reps (SDRs) are often tasked with hunting prospects within target accounts or industries. Social media platforms like LinkedIn and Twitter may be the most effective hunting grounds for these valuable contacts. According to Sales Benchmark Index, sales reps using social media can connect with 3.6x more key decision makers than reps who don’t use social […]
Dynamic phone number insertion (DNI) is a process that marketers use to measure the impact of digital efforts on  inbound phone calls. When a lead clicks though to your site from any advertisement, DNI technology displays a number that’s unique to the specific search engine, web page, keyword or other source. By tracking call tracking […]
Each day, companies interact with customers and prospects through a flood of channels including email, phone and social media platforms. The number of cumulative interactions with our contacts can be daunting at a small company, let alone at an enterprise. It’s no wonder that companies of all sizes are embracing customer relationship management (CRM) platforms […]
For many Google Analytics users, the prospect of achieving 360 degrees of inbound search visibility suddenly became impossible during the fall of 2011. On October 18th of that year—a day that SEOs will forever consider infamous—Google announced that organic search query results from users signed into Google would be hidden from all web analytics services, […]
Our desire to collaborate with our fellow human beings is built into our genetics. In fact, evolutionary anthropologists recently discovered that young humans prefer to work together to solve problems, while chimpanzees do not exhibit such a preference. It has been said that it takes a village to raise a child, and in B2B sales, […]
Imagine you’re buying a new car. The salesperson recommends a hybrid model, but your friend Al, who you know to be an electric car enthusiast, had already told you to get a different model. Who would you be more likely to trust? Sure, the salesperson might know a lot about cars too, but how can […]
It’s no longer a question of whether marketers should invest  in social media. Social platforms like Twitter, LinkedIn and Facebook are blooming with valuable behavioral data about your customers. Not surprisingly, there has been an explosion in social media advertising. BA Kelsey has predicted that by 2017 social media ad spend will more than double […]
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 […]
Let’s reflect on the most important business-to-business (B2B) sales trends that have emerged this year. In order to outmatch your competition, you need to ensure that B2B sales reps are armed with the right strategies and technology to adequately close deals. Businesses are buying and selling products and services in different ways, and if your […]
If you’re not already driving revenue using LinkedIn, you are likely missing out on some valuable opportunities. LinkedIn is the largest professional networking platform in the world, and it’s only continuing to gain traction. More than 200 million people use LinkedIn. Two new users join LinkedIn every second! At this point, most of the key decision makers […]
2019 Update: the free mobile CRM app for iPhone is discontinued & no longer supported. You can learn about the new amazing products we produce here. Sales managers want tools that help them manage their teams, and sales reps want tools that help them close deals. We’re proud to announce that our new free iPhone […]