Partners in Excellence

SEPTEMBER 19, 2013

I allow myself to get sucked into discussions about CRM systems. Basically the arguments are sales people versus management. CRM has been around for decades, one would think these discussions are a thing of the past. So sales people—–Get over it! CRM helps us get things done better, faster, easier!

System 92

System CRM Revelation Territories 92

The Pipeline

DECEMBER 3, 2015

Everyone knows that the prospect should be doing most of the talking during a sales call. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? Sales person makes eye contact, does not interrupt, nods almost on cue, and takes copious notes to preserve every word the prospects utters.

Revelation 120

Revelation Fashion Buyer Education 120

eGrabber

MAY 12, 2021

But, one of the biggest revelations is that decision makers respond instantly on their business emails than personal emails. You have to manually visit each page to copy-paste the data to an excel sheet or CRM. You can give the email addresses of your sales & marketing people. They do not check LinkedIn messages at all.

Decision Maker 93

Decision Maker Channels Revelation Lead Generation 93

Sales Hacker

MAY 9, 2018

More of an art than a science, sales plays a critical role in almost all businesses. Yet, businesses rarely use best practices or proven sales process tips to increase success rates. We undertake this annual exercise not simply to highlight the best sales teams, but to ascertain exactly why they are so successful.

Quota 54

Quota Sales Process Revelation Lead Rank 54

OnePageCRM

APRIL 13, 2017

Having a clear understanding of who your customers are, what motivates them and what problems they need solved is the crux of any successful marketing or sales funnel. We sat down with the sales team and looked back over the last 6 months of sales in the CRM. What emerged was a revelation. HR knew the problem.

Buyer Persona 44

Buyer Persona Buyer CRM Data 44

Chorus.ai

JANUARY 8, 2021

Let’s rewind for a minute and go back to January 2020 when we were reveling in anticipation for the year ahead. New Mobile Apps In today’s world it’s imperative to have quick-access to your sales toolbox right from your handheld device. 2020 was definitely one for the books. Check out more about this amazing update here.

Revelation 104

Revelation Analytics SalesForce Exact 104

eGrabber

JUNE 28, 2021

What is sales prospecting? Sales prospecting is when sales and business development representatives potential buyers or targeted prospects and reach out to them through cold calls or emails. Why is sales prospecting important? Sales Representatives often find manual prospecting very troublesome and time-consuming.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40

Partners in Excellence

DECEMBER 11, 2013

We fill our time with activities—email, tweeting, research, CRM, more meetings–some with customers, more email, forecast and pipeline reviews, deal reviews, presentations, conference calls…… The list goes on. We complain about it, we look harried, we feel time pressured, yet we revel in the busyness.

Revelation 84

Revelation Fashion Conference Forecasting 84

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. With so many companies notoriously suffering from poor CRM adoption, perhaps it’s time to re-think the whole thing? much needed management insight. eSignatures.

Collateral 115

Collateral Revelation Trends CRM 115

Hubspot Sales

OCTOBER 18, 2017

Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. To position ourselves for a good outcome, I chose to lead the sales team. 1) Improving Sales Conversations.

Lead Rank 92

Lead Rank Lead Scoring Leads Marketing Qualified Lead 92

Cincom Smart Selling

MAY 24, 2018

It is amazing that so many myths and stereotypes about selling and about sales people still resonate with so many folks. In 2018, we are decades removed from the shoeshine, plaid suit, risqué joke and flashy car loaded down with three ring binders of sales collateral. It’s not just for reveling ross and upselling opportunities.

Revelation 48

Revelation Engineering Collateral Demographics 48

SalesProInsider

JULY 6, 2017

What do you need to accomplish in your sales efforts? From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly. I know this isn’t a home improvement blog, but this is also true in sales.

Sales Tools 52

Sales Tools Tools Revelation Lead Gen 52

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Sales Hacker

NOVEMBER 21, 2019

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. In fact, automation is already impacting sales, and its influence will only continue to grow. The need for automation in sales. Those that don’t — won’t.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

OnePageCRM

MAY 15, 2019

Being able to form a complete understanding of our customers’ requirements in the context in which they use our CRM was priceless. I found that sales managers are the most positive people in the world. They are the buzzing centre of businesses and, as one customer put it, “ You’ll love a sales person until the day you fire them. ”.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

Being able to form a complete understanding of our customers’ requirements in the context in which they use our CRM was priceless. I found that sales managers are the most positive people in the world. They are the buzzing centre of businesses and, as one customer put it, “ You’ll love a sales person until the day you fire them. ”.

Customer 36

Customer Revelation CRM Lead Rank 36

Partners in Excellence

JUNE 6, 2018

The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” He went on discuss the selling distractions, arguing, “why would a sales person choose to spend their time on admin processes and things like updating CRM?”

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Score More Sales

DECEMBER 15, 2010

Sales Tips and Strategies to Grow Revenues. I’ll also post the recording on the Score More Sales website if you read this post-radio event. We just had such an a-ha revelation about our new business today. Previous post: What’s Your Hair Style and Sales Plan for 2011? 50 DAYS To Build Your Sales – 2nd edition.

Hiring 149

Hiring Lead Rank Lead Scoring Revelation 149

Jonathan Farrington

OCTOBER 2, 2012

The skill and capability of the customer facing sales team has never been more important. The best new ideas come outfitted with updated labels and catch phrases, suggesting a change in the key ingredients required for sales success in the new age of technology, demanding customers, and competition. And so the question?

Revelation 44

Revelation Face-to-face Competition Segment 44

LeadFuze

SEPTEMBER 30, 2021

Generic words and sales messaging such as “preferred customer” or “I’m such a great fan of your work” rob your cold email of uniqueness. To increase sales of your goods or service? Indeed, just 24% of prospects read sales emails. 7 Attract prospects through cold outreach personalization.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Consumer 52

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. With that software, tablets became the hot new sales coaching device.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62