InsightSquared

MARCH 4, 2019

At InsightSquared, we talk a lot about using your historical Salesforce data to expose and identify patterns from years past to dramatically improve accuracy in the present and future. But starting this spring, Salesforce will start enforcing a policy that limits client access to their Field History data that is older than 18 months.

Policies 83

Policies SalesForce Retention Data 83

InsightSquared

SEPTEMBER 20, 2019

Salesforce provides a number of features to build out and reinforce your sales methodology. The most important step in making updates to your sales process in Salesforce is planning. To make the best use of features in Salesforce Lightning, we also suggest keeping a list of fields that are helpful for each Stage.

SalesForce 59

SalesForce Sales Process Sales Methodology Sales Qualified Lead 59

InsightSquared

AUGUST 19, 2019

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business. Sales Funnel: What are conversion rates for closed opportunities?

SalesForce 59

SalesForce Forecasting Top of Funnel Data 59

InsightSquared

AUGUST 19, 2019

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business. Sales Funnel: What are conversion rates for closed opportunities?

SalesForce 48

SalesForce Forecasting Top of Funnel Data 48

Appbuddy

MARCH 7, 2022

In the old days, we relied on phone calls, handshakes, and in-person meetings to contact customers and close deals. . Read on to learn how you can improve your Salesforce data quality in just a few steps. . Top 10 expert tips to improve your Salesforce data quality . Data quality: Whose job is it anyway?

SalesForce 52

SalesForce Data CRM Guidelines 52

Appbuddy

JUNE 30, 2019

I’m betting that at some point you have used Salesforce Reports to try to get answers from your data. Perhaps that did it, but now you’re stuck working with data outside of Salesforce. In Salesforce Reports, you have to drill into each record to make any changes. GridBuddy’s Editable Forecast View (EFV).

SalesForce 69

SalesForce Forecasting Data Pivotal 69

Steven Rosen

JULY 24, 2023

This, in turn, leads to a more engaged and skilled salesforce, driving higher close rates. Alignment of Sales Strategy and Business Objectives A well-developed sales leadership team helps align sales strategy and overall business objectives.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

LeadFuze

JULY 18, 2023

The art of closing deals involves not only persuading potential customers but also understanding their needs and concerns. In this comprehensive guide, we will delve into the emotional stakes involved in closing sales. FAQs in Relation to How to Close a Sale What are the steps to close a sale?

Closing 52

Closing Top of Funnel How To Case Study 52

BrainShark

JANUARY 31, 2024

It shows the direct result of your sales training efforts is more money in the door in the form of more pipeline, opportunities, and closed deals — and all you have to do is plug your CRM into Scorecards and let the data do the work for you. Coaching might be more effective than courses in increasing close rates.

Pipeline 62

Pipeline CRM Training ROI 62

Troops

MARCH 5, 2019

You need to arm your organization with a Slack and Salesforce integration. In this article, we provide an apples-to-apples comparison of three popular platforms for bringing Slack and Salesforce together: Zapier, Workato, and Troops. updates you can make from Slack into Salesforce). Salesforce Reporting (i.e.,

SalesForce 48

SalesForce Channels Report Objections 48

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

Objections 104

Objections Case Study ROI Lead Rank 104

Troops

JUNE 21, 2018

TLDR: you can now easily create customized actions that range from updating Salesforce fields, creating Salesforce objects, making calls, sending templated emails, and linking anywhere across the web. The most popular use cases that have emerged so far have been related to updating Salesforce. Updating Close Dates.

SalesForce 48

SalesForce Meeting Top of Funnel Forecasting 48

Groove.co

JANUARY 5, 2021

Whether you’re creating a new Salesforce instance for your team, or refreshing an existing one, configuring the platform correctly is critical to creating a successful and repeatable sales process. A poorly configured Salesforce instance can create 10x more of a headache than it saves.

SalesForce 26

SalesForce Sales Process Top of Funnel Lead Rank 26

Close.io

JULY 22, 2019

"It sounds good, but it's too complicated" is a common objection in SaaS sales , but it shows up in other industries, too. But with the right approach, you can reframe this objection as an opportunity for growth. With that reframing and carefully attending to the real objections underlying this one, you can make the sale.

Objections 91

Objections Hiring Software Software 91

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

Objections 73

Objections Case Study ROI Lead Rank 73

BrainShark

AUGUST 23, 2022

Here we will explain how exactly you, as sales or enablement leadership, can use sales enablement data to calculate the sales capacity gap left by losses, close it, and make the reps you have retained more productive and effective in the coming year. Sales capacity programs to close the gap. What is the sales capacity gap?

Data 62

Data Closing Hiring How To 62

BrainShark

MARCH 10, 2024

Pipeline coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close. It’s calculated by dividing your open pipeline by how much quota you need to close. It’s a ratio of how much open pipeline you have per quota that you have remaining to close.

Pipeline 62

Pipeline Top of Funnel Forecasting Quota 62

Groove.co

NOVEMBER 10, 2020

It’s not uncommon to find Salesforce admins and business analysts struggling with defining Salesforce opportunity stages and the associated probability values - but why is it so important? This good news is that these measures can be used independently of Salesforce’s more recent and complex forecasting features.

SalesForce 26

SalesForce Opportunity Forecasting Lead Rank 26

Zoominfo

APRIL 29, 2022

They often set policy standards and may be a CRM manager, marketing operations professional, Salesforce administrator, or even an outside partner. They may work closely with business development teams to ensure data growth, enrichment, and accuracy.

Data 130

Data Marketo Transportation Hiring 130

Groove.co

DECEMBER 3, 2020

INDUSTRY NEWS Salesforce picks up the Slack $27.7 billion is a sum that even Elon Musk would likely hesitate before spending (maybe), but that’s exactly how much Salesforce shelled out for Slack. For the rest of us, why exactly did Salesforce pay such a high premium for a business collaboration platform?

SalesForce 26

SalesForce Journal Microsoft Cold Calling 26

Sales and Marketing Management

NOVEMBER 12, 2018

Over 70 percent of all high-performing teams in a study published by HBR were found to have at least a well-documented, if not closely monitored and enforced, sales structure in place. These objectives are used to create specific development goals that are then broken down into discrete lessons. The RST Model.

B2B 205

B2B Hiring Lead Rank Scale 205

SBI

DECEMBER 8, 2020

Whether you want to move more leads into the top of the funnel, optimize sales processes in the middle of the funnel, close more deals at the bottom of the funnel, or improve sales knowledge and skills improvement, this guide has you covered. Then came Salesforce. I include more than 20 solutions that can make a huge impact on sales.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Groove.co

SEPTEMBER 21, 2020

Sales engagement platforms (SEPs) are known for increasing the productivity and effectiveness of sales and customer-facing teams, but they also play an essential role in helping organizations increase the adoption and value of Salesforce?. Salesforce-native sales engagement platforms include: Groove, Salesforce High Velocity Sales.

SalesForce 26

SalesForce Benefit Lead Rank Lead Scoring 26

PandaDoc

MAY 7, 2018

What is the Salesforce AppExchange? If you are new to Salesforce , you’ve got to take a closer look at the Salesforce AppExchange. The AppExchange is a public directory of pre-integrated apps, components, and other products built to extend the functionality of Salesforce. Separation of testing and production.

SalesForce 40

SalesForce Enterprise Enterprise Benefit 40

Zoominfo

JULY 13, 2023

Internal communication and alignment between corporate and sales objectives are crucial for success. Without clear communication, sales teams may miss important objectives and continue operating within their comfort zones instead of pushing themselves to improve. Setting SMART goals. Measuring progress.

Strategy 130

Strategy Customer Hiring How To 130

SalesLoft

JANUARY 16, 2024

Close the loop on every conversation Remembering to follow up with a prospect sounds pretty straightforward, but when reps are juggling so many different calls, emails, and buyers, it’s pretty easy to forget. About Qualified Qualified is the pipeline generation platform for revenue teams that use Salesforce.

Lead Rank 52

Lead Rank Lead Scoring Sales Process SalesForce 52

Anthony Cole Training

AUGUST 2, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). dealing with objections (7). Salesforce (2). 8 Steps for More Effective Closing - Sales Solution #10. Close more business. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Browse by Tag.

Closing 174

Closing Hiring Ideal Customer Profile Sales Qualified Lead 174

Zoominfo

FEBRUARY 26, 2021

Salesforce. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time. Process Implementation: Every sales process provides your reps with the talk track and strategies they need to close each deal.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Hubspot Sales

APRIL 12, 2023

With proper sales activity management, you can influence sales objectives and business results. By identifying the key activities your reps perform daily, tracking them, and providing the tools to optimize them, you can create a framework for them to close more deals. The drawback with Salesforce is its steep learning curve.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Sales Evangelist

APRIL 10, 2023

4. Stay actionable and objective. Scratchpad is the fastest way for sales professionals to update Salesforce. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. Don’t be too “sales-y”.

Closing 40

Closing Survey LinkedIn Cold Calling 40

The Digital Sales Institute

AUGUST 30, 2023

This means paying close attention to what your prospect is saying, and not just waiting for your turn to speak. Fourth on the list of core sales skills is objections. Sales objections are inevitable, but effective handling can turn them into opportunities. Successful salespeople see objections as an opportunity to respond.

Objections 52

Objections Face-to-face Motivation Hubspot 52

SalesLoft

JANUARY 2, 2020

Dave Munson, VP of Direct Sales at Axon — the law enforcement technology company known for its Taser brand — has closed many a quarter and knows just how intense of a time that can be. Well, I know it’s quarter closed for you. And over the course of my career, I’ve tried to figure out how to define that.

Closing 71

Closing Decision Maker Inside Sales Government 71

Mindtickle

APRIL 9, 2024

Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. When sales reps sell from an office, they can close deals faster and work on multiple opportunities concurrently. With inside sales, reps can close more deals faster, which is great news for your bottom line.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Highspot

FEBRUARY 25, 2024

They oversee behind-the-scenes activities and administrative tasks so sales reps can focus on lead generation and closing deals. By working closely with stakeholders across the organization, sales operations enhances sales success, improves customer relationships, and significantly impacts the company’s profitability.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

Crunchbase

SEPTEMBER 23, 2021

More than half (57 percent) of sales representatives were expected to miss their quotas in 2018, according to the State of Sales report from *Salesforce Research). Find qualified leads and close deals in a single platform – try Crunchbase free. Sales velocity: Close but no cigar. Objective: Crush sales quota.

Quota 64

Quota SalesForce Call-back Lead Rank 64

SalesLoft

DECEMBER 2, 2016

And if you’re anything like this polar bear, you’re probably still bleary-eyed wondering what everyone is running around the office for… Well, wake up, sales pros: you only have two more weeks to close deals before the end of the year! So what can you do between now and then to ensure you close deals as much as possible ?

Closing 52

Closing Discount SalesForce Call-back 52