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?

9 Types of Sales Automation Your Sales Team Should Be Using

Vainu

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

Velocify

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

Velocify

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.

We Drink Our Own Champagne: Cheers to Happy Selling!

Velocify

I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies.

Taking the lead with lead quality insights

Velocify

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

Velocify

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.

Velocify

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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Mad Men Era: 3 Timeless Sales Techniques

Velocify

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.

The inside sales calculator you can’t live without

Velocify

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.

Olympic level sales achieved with aged leads

Velocify

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.

Why getting the right leads to the right reps matters

Velocify

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.

Four Tips to Tune Your Sales Process in 2013

Velocify

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.

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

Velocify

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.

Sales lead volume drops 30% on Fridays

Velocify

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.

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

Velocify

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.

Putting lead scoring to work for sales

Velocify

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.

Why Automate Sales Compensation Management

OpenSymmetry

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 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.

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

Velocify

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.

Non-business hour sales leads are more valuable

Velocify

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.

Sales CRM for Small Businesses with BIG Ambition

Velocify

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.

4 tips to grow and develop your inside sales team

Velocify

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.

Inbound Sales are Heading Out | Sales Strategies

Sell More and Work Less

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.

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

Velocify

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.

Your Management Style Could Be Ruining Your Sales Team

SalesFolk

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?

SalesFolk

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.

Prevent a wasted marketing automation investment

Velocify

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.

Moving mortgage sales from chaos to cohesion

Velocify

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.

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!

Sales process pays: find the right persistence level

Velocify

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.

Inside Sales Growth Beyond CRM

Velocify

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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Retooling in a sales 2.0 world

Velocify

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

Digital Mortgage – This is not Your Parents’ Home-Buying Experience

Velocify

Nick has spent the last six years helping organizations accelerate sales performance and recently became an advisory board member for the Association of Inside Sales Professionals.

6 B2B Sales Trends to Watch in 2018

Vainu

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation , artificial intelligence and several other things. Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions. These are the trends we believe will shape the world of B2B sales in the coming year.

True innovators identify the spaces in between

Velocify

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.

New Leads Study Supports Quickness and Follow Up

Score More Sales

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. Sales and marketing get bogged down in getting calls returned to those exhibiting interest.

Winning contact strategies used by high-performing inside sales teams

Velocify

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.

3 Ways To Easily Understand Your Buyer’s World Through Research

SalesforLife

Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect with. With the rise of sales automation, often times sales professionals default to the provided >, > or > as a form of personalization. Social Selling Account Based Sales Development Enterprise Sales

It Pays to Automate Sales Quotes

Cincom Smart Selling

Automate sales quotes to keep your sales reps focused on closing business. Sales reps have a full plate. For most selling organizations and for individual sales folks, the key limiting factor in achieving their goals is time. Attending sales meetings? Preparing proposals and sales quotations? Granted, not all sales jobs are the same; they will vary in terms of when the rep actually becomes engaged with the prospect.