Sales Software Purchases & the Jenga Effect

Smart Selling Tools

If you’re reluctant to make sales software purchase decisions – and the investment required to implement them – it’s probably because of the Jenga effect. If your stack is already high, you’ll make decisions to remove and replace software with equal caution for the same reason.

How Dialer Software Boosts Sales Performance

Velocify

For sales organizations, adding dialer software to a sales automation solution is tremendously valuable. It is important to note that these improvements show added value to users who were already reaping the benefits of Lead360’s intelligent sales automation software.

Trending Sources

Configure Price Quote Software – Ask, Listen, Sell

Cincom Smart Selling

Configure Price Quote software helps keep the sales conversation alive and focused on the needs of the customer. Much has been written about the value of listening in the process of marketing or selling, and Configure Price Quote software assists in the conversation. Prospect: Okay!

Confidence Comes With Quotation Management Software

Cincom Smart Selling

Quotation management software does more than organize outstanding quotes. Most of us have experienced the phone call from a prospect months after you figured a possible deal was dead. Actually, it’s bad news if the prospect expects you to honor a price that doesn’t resemble anything you would have quoted. You do all of the upfront work, you get the solution perfectly aligned with your prospect’s needs and you even submit a nice presentation proposal.

CPQ Software – Who Needs It?

Cincom Smart Selling

Lots of hype, lots of trade-journal coverage, but, I wonder if companies are really taking advantage, and are they finding a demonstrable advantage using CPQ software? Lead Conversion Rates for CPQ Software. Nonetheless, when you work in marketing and you come across a prospect who is interested in your product, it’s a big deal. Most marketers work with lists of prospects and audiences defined by some criteria; they rarely get to talk with individual prospects.

First Direct Lending Achieves Rapid Growth with Velocify

Velocify

Mike said that their goal is to get that first dial out within seconds of a prospect hitting the “submit” button online. First Direct Lending is no stranger to the hustle of the mortgage industry.

BambooHR Makes the Switch to Velocify Pulse

Velocify

In addition, long hold-times on transfers and a commonly experienced two-second audio delay that caused sales reps to talk over prospects, further impacted conversion rates. Prior to Velocify Pulse, transferring a prospect from an SDR to an account executive (AE) was a very manual task.

How CPQ Software Enhances the Buyer Experience

Cincom Smart Selling

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. Prospects have needs. As the buy cycle evolves, the prospect acquires knowledge about their needs and also about possible solutions to mitigate the pain associated with those needs. Ultimately, as that knowledge is acquired, the prospect will begin a selection process related to the solutions offered and become a buyer.

How CPQ Software Enhances the Buyer Experience

Cincom Smart Selling

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. Prospects have needs. As the buy cycle evolves, the prospect acquires knowledge about their needs and also about possible solutions to mitigate the pain associated with those needs. Ultimately, as that knowledge is acquired, the prospect will begin a selection process related to the solutions offered and become a buyer.

Prospect on LinkedIn Without Being a Pesky Salesperson

A Sales Guy

For ex: If you sell an enterprise video editing software, list all the problems editors, production companies, editing companies, movie houses etc. face with current or outmoded editing software. Prospecting Social Selling/Social Media/Content Marketing

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Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. In our context, sales management software tools will only include tools that are related to the support, measurement and improvement of the selling process itself. Effective sales management software skirts these requirements by building tools around the familiar processes within which sales managers are most comfortable working. Prospect Needs Analysis.

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Price Optimization Software Means the Price Is Right

Cincom Smart Selling

Price optimization software helps you make sure that the price is right. Price optimization software makes sure that the price is correct not only from a financial standpoint but also from the standpoint of the customer and their perception of value for their market as they see it. Price Optimization Software Works with All Common Pricing Variables. Price optimization software will ensure that the right price is used in any given situation.

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. IT Sales Strategy: Software, SaaS & Hardware Sales. Heavy Hitter Sales Blog. Recent Posts.

The 13 Least Known Sales Technologies

Velocify

Sales gamification software leverages game mechanics to incentivize rep performance. Sales teams can make faster and better-informed decisions with software that helps present complex business analytics into easy-to-digest, actionable insights. 10) Quote and Proposal Software.

A Comprehensive Guide to Talking to Prospects on the Phone

Hubspot Sales

Your prospect can sense when you sound bored or uninterested and will be less willing to open up. Don’t rush your prospect through the conversation, because you never know when a tangent might lead to valuable insights that will help you close. How are you [prospect name]!?

Infographic: How to use SMS to win love, leads, revenue

Velocify

Much like sending flowers to someone before meeting them, sending a text before making contact with a prospective customer is often perceived as forcing an early personal relationship where one does not exist.

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The Real Challenge of Selling without CPQ Software

Cincom Smart Selling

To appreciate the value realized using CPQ software, simply look at how difficult life is for those sales reps who work without a CPQ solution ; it’s like going back to the ‘50s. Selling without CPQ software works the same way. It still is to some degree, but nothing like it is without CPQ software. That still happens in the CPQ software world, but it happens much less frequently. CPQ software streamlines this process.

How to Get Prospects to Remember The Golden Nugget

Smart Selling Tools

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. Your prospects won’t know what to remember most, unless you tell them.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect.

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Get Over Your Fear of Marketing Automation Software

Salesfusion

Modern marketing automation software (MAS) no longer suffers the stigma of being too complicated for anyone but a large enterprise technology company to adopt. What’s the opportunity cost of onboarding marketing automation software?

10 Reasons Why Prospects Don’t Make the Best Choices

Smart Selling Tools

” Heck you’ve probably encountered any number of prospects who suffer from the malady. The question has to be asked, “If prospects are so smart, why don’t they make the best choices?” That applies to something as basic as downloading a software trial.

Why Are You Giving Your Prospects the Silent Treatment?

No More Cold Calling

But regardless of the shortcomings in our execution, one thing is clear: Having live conversations with prospects is still the most effective way to secure new clients and get deals done. One quick tip I picked up from it: Don’t rush to demo your software (which we totally DID).

Achieving Prospecting Success by Segmentation – 2

The Pipeline

Monday we looked at the readiest segment of three groups you are likely to encounter in the course of prospecting, those who are Actively Looking. The post Achieving Prospecting Success by Segmentation – 2 appeared first on Renbor Sales Solutions Inc.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

Prospects want to investigate their options when they have time (like in the evenings after dinner). With much too much frequency, buyers have witnessed salespeople grab onto a bona-fide prospect faster than a dog to a bone. Naturally, prospects shy away from this.

3 Software Tools That Can Speed Up Your Sales Cycle

Cincom Smart Selling

Solutions like Customer Relationship Management (CRM), Configure, Price, Quote (CPQ), and Enterprise Resource Planning (ERP) software are designed specifically to target areas of the sales process that can be tightened up and make a company more dynamic and efficient. CRM Software. Being a successful company today means keeping track of countless interactions with prospects and leads — all of whom could be in different stages of the sales cycle. CPQ Software.

The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Like most ad-numbed and ‘spin’-undated consumers, when considering a CRM solution, sales software buyers focus on the usual eye popping standards like price and features, while leaving the most important element a distant third – the one that will keep the system in the ‘go-to’ category long after price and features have faded from memory – and that is use-ability. Tweet Customer Relationship Management.

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The Simple Test That Reveals Whether Prospects Will Actually Buy

Hubspot Sales

They’re the reps who can pinpoint the prospects who will buy vs. the ones who won’t, and spend their time accordingly. One of my favorite strategies to separate real buyers from casual ones is assign homework to my prospects. Here’s how to use this tactic to qualify your prospects.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

If you sell to IT organizations, here are just a few of the things you’ll need to know or learn about your prospect in order to sell effectively.

Price Management Software Always Has the Right Answer

Cincom Smart Selling

Price Management software lets you confidently answer that most common question in a sales transaction: how much does it cost ? At some point, the prospect is going to ask the price question. That is where Price Management software comes into play. Price Management software working with CPQ can accomplish this. Price Management software will maintain pricing lists for virtually each country that does business with your enterprise.

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. You can set the stage for prospects to experience aha! Let your prospect begin to navigate their way toward your goal.

Lead Generation and Accountability: Increasing the Quality of Prospects

SalesEngine

While there is always a chance of converting an unlikely prospect with the right words and product, eventually leaders will need to decide if these long-shots are worth it. The post Lead Generation and Accountability: Increasing the Quality of Prospects appeared first on Sales Engine.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

It’s Official: Selling Will Be Automated From This Day Forward

Smart Selling Tools

It’s a revolutionary sales software solution – and I do mean revolutionary. The solution continuously updates your organization’s prospect database so no contact information is ever out-of-date. Appointment times are easy to coordinate with prospects or colleagues.

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Want to sell more? Do This, Not That!

Smart Selling Tools

Sales people get relevant content that resonates with prospects and customers. Prospects lose track of information when they receive it through multiple emails, attachments and web links. I love to figure out how seemingly unrelated concepts can apply to the field of sales.

7 Questions to Test How Serious Your Prospect Is About Buying

Hubspot Sales

Your prospects face this conundrum all the time. Use these seven questions to identify unmotivated prospects so you can incite the appropriate urgency. Prospects will often try internal or moderate measures before looking externally for help.

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Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

Studies of B2B sellers have shown that on average only 35% of this time is spent communicating with prospects. What would happen if you could increase the time salespeople spent communicating with prospects from 35% to 50%? Most organizations live and die by quota.

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Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

At its core, the Challenger Sale reinforces a belief that if we just ask the right questions and challenge our prospects thinking, that they too will see the light. It’s true and untrue at the same time depending on the prospect’s priorities.

Today my wish came true: New Revolutionary Sales Software Introduced

Smart Selling Tools

It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. Website visits are logged into the prospect’s CRM record. Reps can conduct ad-hoc online demos when they’re on the phone with a prospect.

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Configure-Price-Quote Solutions: What’s in it for Customer and Prospect?

Cincom Smart Selling

Customer and prospect derive real benefit from engaging in transactions powered by CPQ, especially in those challenged by complexity. Product configuration software will provide a detailed record of what functionality is provided, how it addresses the customer’s issues and how much each part of the solution costs. Sales Configurator Software – Transaction History. The post Configure-Price-Quote Solutions: What’s in it for Customer and Prospect?