sales-tools-sales-process

Too Many Sales Tools? Here’s How to Find the One That’s Right For You.

These days there’s a tool for everything. The question becomes, how do you determine which tools are the ones you should be paying attention to? Should you be using internally facing tools to automate your sales processes, or customer-facing tools … Read More

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3 Ways You’re Using Your ROI Calculator Wrong

ROI calculators are nothing new to sales teams. ROI is a long-standing business metric and one at the forefront of buyers’ minds. Sales teams know that tapping into this proactively and approaching buyers with an ROI-based selling technique is an … Read More

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Without Sales Enablement, You Lose

Sales is a collaborative effort. Your old tactics no longer work. It’s too easy for prospective buyers to do a google search, download content, and make a purchase without ever speaking to a sales rep. To get your reps into … Read More

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You Can’t Sell Without a Strategy: Statistics for High-Performing Sales Teams

The B2B sales landscape has experienced drastic changes over the last decade; an increase in readily-available content, a migration to mobile-friendly interactions, and the elevated expectations of buyers have all contributed to new challenges for sales professionals. It’s not enough … Read More

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Should Procurement Groups Enforce ROI Justification

Everyone has heard a great story about a big deal getting executed on the golf course. Personal connection and rapport have always been important to every substantial transaction.  Even today, in an increasingly virtual world, buyers often request on-site visits … Read More

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The Other Dimension of Lead Scoring

The myriad marketing automation companies operating today are doing a great job answering half of the lead scoring question: How “engaged” is the prospect? However, they are generally not addressing the other half, which is arguably even more important: Is … Read More

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7 Ways to Slay the “No Decision” Dragon

An increasing number of Sales VPs are complaining about deals lost to “no decision,” as it has become increasingly difficult for buyers to find budget, given more stringent business case requirements. Try the following ideas below to minimize your team’s losses … Read More

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CRM’s Collaboration Conundrum

CRM has gained significant attention and adoption among businesses eager to enhance their processes for building and maintaining customer relationships, thanks to industry visionaries such as Salesforce, Oracle and Microsoft. The central features of CRM include keeping track of customers’ … Read More

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