Is Sales Automation Making Your Team Soft?
No More Cold Calling
DECEMBER 15, 2016
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?
Business Processes are Vitally Important—But When Should They Be Developed?
OCTOBER 27, 2015
In fact, when a company has, for example, a defined sales process […]. Sales AutomationYes, business processes are crucial to company operation. A company functions far more efficiently with formalized processes.
Why B2B Sales Will Never Be Automated Sales
AUGUST 18, 2015
The automated sales model being implemented by Amazon, with many other ecommerce sites following suit, may seem somewhat threatening to a sales force and B2B sales. The post Why B2B Sales Will Never Be Automated Sales appeared first on Pipeliner CRM Blog.
InsideSales.com Wins Stevie Award for Sales Automation
The Sales Insider
FEBRUARY 25, 2014
InsideSales.com won a Silver Stevie Award in the Sales Automation Solution category in the eighth annual Stevie Awards for Sales & Customer Service. Inside Sales InsideSales.com Sales Automation sales awards
Infographic: Sales Processes that Boost Conversion
DECEMBER 5, 2012
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?
Sales and Marketing Alignment Can Enhance the Sales Process and Close More Deals
MARCH 11, 2014
It’s no longer the case that sales have full responsibility for the sales pipeline. That’s because according to recent research by SiriusDecisions, buyers can be more than two-thirds of the way through their initial research process when they decide to seek the input of a sales rep.
CRM Tool ROI: Fully Know Before You Go
FEBRUARY 3, 2014
Sales can’t actually use it to track their sales. Sales management can’t seem to analyze sales data from it. Sales Automation Sales Effectiveness Most companies have probably been through it: A CRM tool is chosen and implemented.
Sell Like a Human
The Sales Blog
FEBRUARY 19, 2017
We also don’t like to do business with people who are only telling us what we want to hear so they can make a sale. Intimacy is difficult to automate. Sales campaigns, especially campaigns designed to acquire a commitment for time, require a real conversation.
Taking the lead with lead quality insights
OCTOBER 10, 2012
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
The inside sales calculator you can’t live without
APRIL 24, 2013
Leads360’s new calculator provides a lead assignment recommendation per sales rep, per day in order to boost revenue and profits. Though inside sales is undeniably becoming more and more complex, at the end of the day, it is really a numbers game. Commission/Sale.
Mad Men Era: 3 Timeless Sales Techniques
APRIL 7, 2013
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.
Infographic: How to use SMS to win love, leads, revenue
FEBRUARY 11, 2013
Texting: A new frontier in sales. With 68 percent of people having sent a love note  via text, and 62 percent of marketers using or planning to use automated text messaging in the next 12 months  , text messaging is far from uncharted.
Sales Process Metrics: Know Your Context
OCTOBER 17, 2013
We already know that it’s vitally important for a company to have and use a sales process, and for each stage of that sales process to have accurate metrics. The post Sales Process Metrics: Know Your Context appeared first on Pipeliner CRM Blog. Sales Automation
Why getting the right leads to the right reps matters
APRIL 16, 2013
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.
Olympic level sales achieved with aged leads
AUGUST 10, 2012
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.
Study: Think duplicate leads are all bad? Think again.
JUNE 5, 2013
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.
Four Tips to Tune Your Sales Process in 2013
DECEMBER 3, 2012
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.
CRM Application ROI: 6 Tips for Rapid CRM Adoption
MARCH 17, 2014
Sales Automation Sales Effectiveness By the time a company is implementing a CRM solution, much has transpired.
Sales lead volume drops 30% on Fridays
FEBRUARY 27, 2013
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.
Sales Force Management and the Human Factor
DECEMBER 11, 2013
It would be wonderful—at least for some—if everything could be automated as has been done in factories. The post Sales Force Management and the Human Factor appeared first on Pipeliner CRM Blog. Sales Automation Sales Effectiveness
Putting lead scoring to work for sales
MARCH 20, 2013
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.
Play to the strengths of your sales team like a good coach
MARCH 19, 2013
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.
3 Timeless Tips from the Door-to-Door Sales Era
APRIL 18, 2013
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.
Determining the right number of sales leads for reps and vice versa
MARCH 7, 2013
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.
How Dialer Software Boosts Sales Performance
JANUARY 17, 2013
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.
How to Lower Your Cost-of-Sale: Leverage New Sales Automation Technologies and the Inside Sales Model
The Sales Insider
JULY 25, 2012
With the advent of remote communications technologies, the inside sales model is slowly pushing the outside sales model off to the side of the stage. Inside sales is the practice of using modern computer tools and technologies to accomplish the Read more. Best Practices How To's Inside Sales Inside Sales Tips Inside Sales Training Lead Management Lead Response Lead Response Management Remote Sales Sales 2.0
Cloud Computing and the Brave New Corporate World
SEPTEMBER 30, 2013
Sales Automation Throughout history, there have always been visions of the future. Jules Verne showed us submarines and flying machines long before they came about.
Non-business hour sales leads are more valuable
DECEMBER 3, 2012
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.
Why Automate Sales Compensation Management
DECEMBER 4, 2015
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.
Sales CRM for Small Businesses with BIG Ambition
MARCH 5, 2013
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.
Moving mortgage sales from chaos to cohesion
MARCH 12, 2013
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.
Sales process pays: find the right persistence level
DECEMBER 19, 2012
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.
Prevent a wasted marketing automation investment
DECEMBER 20, 2012
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
MAY 16, 2013
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.
How Sales Configurators Are Ushering In a New Age of Selling
Cincom Smart Selling
OCTOBER 4, 2016
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!
Predictive Dialers vs. Predictive Selling
The Sales Insider
JUNE 4, 2014
But that’s the same question you need to ask yourself if you’re still using an old-school predictive dialer for your sales calls. Phone Dialer Software predictive dialers sales acceleration technology Sales Automation Do you feel lucky, punk?
Inside Sales Growth Beyond CRM
JANUARY 29, 2013
According to a 2012 Bridge Group study  , 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.
4 tips to grow and develop your inside sales team
APRIL 22, 2013
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.
Can a CRM tool Help Align Sales and Marketing?
FEBRUARY 13, 2014
Today forward-thinking companies are realizing that having Sales and Marketing in their traditional stances—that is, opposed to and bickering at each other—is not productive of a smoothly progressive organization. The post Can a CRM tool Help Align Sales and Marketing?
Best Practices to Increase Email Open Rates
The Sales Insider
AUGUST 21, 2012
Nurturing your leads is a huge part of the sales process. The sales process does not move forward Read more. Best Practices How To's Inside Sales Inside Sales Tips Lead Nurturing B2B email campaigns email opens rate email subject lines linkedin b2b marketing Marketing outbound marketing Sales AutomationEmail campaigns are a key element of any lead nurturing effort. But all email efforts are held hostage to your open rate.