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?

Business Processes are Vitally Important—But When Should They Be Developed?


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.

Trending Sources

Why B2B Sales Will Never Be Automated Sales


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.

B2B 132 Wins Stevie Award for Sales Automation

The Sales Insider won a Silver Stevie Award in the Sales Automation Solution category in the eighth annual Stevie Awards for Sales & Customer Service. Inside Sales Sales Automation sales awards

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?

We Drink Our Own Champagne: Cheers to Happy Selling!


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.

Sales and Marketing Alignment Can Enhance the Sales Process and Close More Deals


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


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.

ROI 88

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.

Sell Like a Human

The Sales Blog

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.

Sales Process Metrics: Know Your Context


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

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

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.

Unica 119

CRM Application ROI: 6 Tips for Rapid CRM Adoption


Sales Automation Sales Effectiveness By the time a company is implementing a CRM solution, much has transpired.

ROI 47

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.

Study 106

Sales Force Management and the Human Factor


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

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.

The inside sales calculator you can’t live without


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


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


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


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.

How to Lower Your Cost-of-Sale: Leverage New Sales Automation Technologies and the Inside Sales Model

The Sales Insider

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

Tools 19

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.

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.

Cloud Computing and the Brave New Corporate World


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.

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.

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.

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.

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 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.

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.

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.

Predictive Dialers vs. Predictive Selling

The Sales Insider

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?

Sales 24

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!

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.

Can a CRM tool Help Align Sales and Marketing?


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

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.

‘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.

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.