Is Sales Automation Making Your Team Soft?

No More Cold Calling

As your reps rely more on sales technology, they may be forgetting how to actually sell. . Why should this matter to sales leaders? Because sales automation could be making sales people worse at their jobs. The post Is Sales Automation Making Your Team Soft?

How to Increase Sales 8x with Multi-Channel Marketing and Sales Automation

Sales Hacker

The post How to Increase Sales 8x with Multi-Channel Marketing and Sales Automation appeared first on Sales Hacker. Choice Growlabs Partner Sales Process Webinars

9 Types of Sales Automation Your Sales Team Should Be Using


Are you one of those sales reps that spend only one-third of your day actually selling? Does the rest of your day go to administrative tasks that could have easily been automated? Or are you managing a team with sales reps that spend hours and hours logging deal-related activity in the CRM system and searching for decks hiding somewhere in an unnamed folder on their computer? B2B Sales Sales Automation

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Infographic: Sales Processes that Boost Conversion


A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion. What sales processes and contact strategies have made the most difference for your organization?

Infographic: How sales has evolved since the Mad Men era


In the 1960’s Don Draper from the popular show Mad Men and his colleagues at a fictional advertising firm on Madison Avenue were the center of the marketing and sales universe, controlling all channels of influence. It truly is a new Don.

Play to the strengths of your sales team like a good coach


Great coaches can coax peak performance out of their athletes and so can sales managers when they use Leads360’s sales Performance-Based Distribution feature. Like an NCAA team in the Final Four, inside sales organizations are under constant pressure to maximize each sales opportunity.

Canned Responses: How to Create Gmail Templates in 60 Seconds

Hubspot Sales

If you don't have dedicated sales automation software you can still save time by using Gmail templates (also known as “canned responses”). Sales AutomationCanned Responses Gmail.

4 tips to grow and develop your inside sales team


We’ve blogged recently about the importance of leveraging the skills of your inside sales team and playing to each reps strengths like a good coach. In fact, our research shows that after implementing a skill-based routing program, skilled sales reps more than double their conversion.

3 Timeless Tips from the Door-to-Door Sales Era


While the Mad Men Era lives on through Hollywood depictions and fashion trends brought back from the past, the era has ultimately come to an end and a new chapter in the history book of sales has begun. Sales professionals would make their sales pitch at the front door.

Putting lead scoring to work for sales


Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently. This week, we are launching Lead Scoring to further our initiative to deliver intelligent sales software for high-velocity sales teams.

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The Impact of Chatbots and VR on Business Communication


Chatbots and the Power of Automation. AI and automation are the buzzwords of the day, and for good reason: they get things done. Many companies need to adopt automated services simply to be able to meet base-level customer expectations.

Four Tips to Tune Your Sales Process in 2013


The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013.

Mad Men Era: 3 Timeless Sales Techniques


How the sales profession has evolved from the Mad Men era, the tools change but the basics endure. Wining and dining is much less frequent in today’s sales environment with more deals done remotely; however, sales reps have an advantage that didn’t exist 50 years ago — the worldwide web.

Sales lead volume drops 30% on Fridays


In today’s competitive sales environment working new sales leads when others are not could give you a leg up on the competition. The post Sales lead volume drops 30% on Fridays appeared first on Leads360 Blog.

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Non-business hour sales leads are more valuable


Leads360 recently published a new study, the Ultimate Contact Strategy, highlighting the importance of sales lead follow-up including prompt response, appropriate persistence, and optimal timing between attempts for both phone and email communication.

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Nick Hedges talks telephony; the most powerful yet misunderstood sales tool


The post Nick Hedges talks telephony; the most powerful yet misunderstood sales tool appeared first on Leads360 Blog. Nick Hedges, CEO of Leads360 talks Telephony. Join us on, Wednesday, June 6th 9 AM Pacific / 12 PM Eastern for a live webinar with Leads360 CEO and President, Nick Hedges.

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Why getting the right leads to the right reps matters


For many sales organizations the goal is to get new leads into the hands of available reps as fast as possible, often without regard for the characteristics of the lead and related selling expertise available on their team.

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4 Common Contact Strategy Mistakes to Avoid


One of the major benefits of working at a sales lead management technology company is that we house millions of data points that we can analyze and learn from. For more research and best practice insight check out Sales Lead Response: The Ugly Truth Behind Call, Voicemail, and Email Practices.

Why a Customer-First Approach Is Essential for Company Growth


A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. The Sales Incentive for Prioritizing Customer Needs.

Olympic level sales achieved with aged leads


Bridgette Marshall of LSI Mortgage achieves Olympic level sales using Leads360 to tap into aged leads. For Director of Marketing, Bridgette Marshall, going from manual to automated lead management was a freeing experience. LSI Mortgage digs into aged leads and comes up with gold.

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How Dialer Software Boosts Sales Performance


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.

Determining the right number of sales leads for reps and vice versa


Leads360 shares its formula for optimizing the sales leads-to-rep ratio. So we put our resident sales scientists to the test, mining millions of sales calls to build out a formula for one of the most common questions we get asked from sales managers.

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Inbound Sales are Heading Out | Sales Strategies

The Sales Leader

In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 years, all of those jobs will be gone for good.

Moving mortgage sales from chaos to cohesion


For many lenders, the mortgage sales process is not much different from the chaos that unfolds in a game of Hungry Hungry Hippos. For many lenders, getting leads to loan officers in the mortgage sales process is not much different from the chaos that unfolds in the game Hungry Hippos.

True innovators identify the spaces in between


It was through this observation that we realized that our software could truly replace this manual task of sticky note reminders with automated software. Most of our customers are in a sales role, and in a sales situation, listening to understand is such a critical part of the job.

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


Texting: A new frontier in sales. With 68 percent of people having sent a love note [2] via text, and 62 percent of marketers using or planning to use automated text messaging in the next 12 months [3] , text messaging is far from uncharted.

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Study: Think duplicate leads are all bad? Think again.


Among lead generators and sales teams alike, there’s often confusion or disagreement about duplicate leads and how to best handle them. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads.

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Taking the lead with lead quality insights


Gaining a better understanding of what makes prospects convert to customers can help prevent wasted marketing and sales dollars generating and chasing sub-optimal leads. Insurance Lead Management Mortgage Sales Automation

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Prevent a wasted marketing automation investment


The growing adoption of marketing automation presents a significant opportunity for inside sales. According to a recent Marketo blog post , companies that use marketing automation platforms source 45 percent more leads from marketing than companies that don’t use marketing automation.

‘You’ve got mail’ – 3 tips for more effective email in selling


There are sales strategies from the email era that remain as effective today, and new selling insights that make email even more effective. Not surprisingly, the dawn of email as a remote communication tool helped put a nail in the coffin of the door-to-door sales era.

Sales process pays: find the right persistence level


The combined results of Leads360 secret shopper studies over the last 24 months revealed that alarmingly, 42 percent of web inquiry forms submitted never received a phone response from the sales teams of those respective organizations, despite the request.

Retooling in a sales 2.0 world


This is not your grandfather’s door-to-door sales world, and for many, the days of wooing prospective customers on the golf course or over a fine dining experience are in the past. We are now in a savvy sales 2.0 A number of these Sales 2.0 Follow the Sales & Marketing 2.0

Inside Sales Growth Beyond CRM


According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. Automated Messaging.

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Sales CRM for Small Businesses with BIG Ambition


With Leads360 Express, sales managers will gain more control, visibility and peace of mind. In fact, more than half of small business owner’s project sales will grow in the next year, according to a Bank of America Small Business Owner Report.

Winning contact strategies used by high-performing inside sales teams


New Leads360 study analyzes the contact practices of more than 400 inside sales teams, identifying the methods and actions that drive best-in-class sales performance. But how quickly should sales follow-up? Many inside sales reps make too few calls and send too few emails.

31+ Flavors of CRM – Got B2C Sales CRM?


There are so many flavors of CRM from social CRM, sales CRM, call-centric CRM, lead management CRM, marketing CRM and the list goes on and on, tailored by vertical, B2C, B2B, and more. Some systems are focused on doing one thing very well and for Leads360 that one thing is a B2C sales.

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Your Management Style Could Be Ruining Your Sales Team


This past spring, I wrote an article that ended up getting a ton of feedback, and one particular thing permeated nearly every comment: short-sighted management is causing sales teams to rot from the inside out. In discussing the main reasons salespeople leave their jobs, the report also perfectly summarize the qualities of (or lack thereof) short-sighted sales managers and why they’re a problem for the whole team. Send them on a sales call to shadow an AE.

Will 2018 Mark The Death Of The Sales Development Representative?


There’s a lot of buzz right now about the possible death of the sales development representative (SDR). As more and more companies continue to build out their sales/business development programs, this theory could have a significant impact on the future development of sales. This isn’t a problem we can solve overnight, but with the right shift in focus, sales executives and managers can improve their organization’s perception of SDRs, as well as the role itself.

Why Automate Sales Compensation Management


OpenSymmetry’s (OS) focus was Sales Performance Management (SPM) software – how we define it, how we identify the business benefits and how to chose the right software. Most organisations start with ICM, then build out automated capability.

How Sales Configurators Are Ushering In a New Age of Selling

Cincom Smart Selling

Sales is a changing game. Driven by CPQ technology, especially the sales configurator, and business customization, the selling process is rapidly changing. It is rapidly evolving from the old product-pushing, outbound model to a world of customer-oriented guided selling that sees the role of the sales rep as something entirely different from what it was 20 years ago. In others, Sales is brought into the discussion much later in the selling cycle. Happy sales rep!

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