One of the most talked about trends among sales thought leaders today is the increased importance of inside sales. If you believe the hype then just as Black Friday in-store shopping is being rapidly overtaken by online gift buying, field sales teams are rapidly being replaced by remote sales teams. Inside sales teams are cheaper […]
Right now, admissions departments are undoubtedly spending time strategizing on how they’ll reach 2014 enrollment goals. For many school marketers, success in 2014 means adapting efforts for a student education decision journey that is becoming increasingly digital. According to a 2012 study conducted by Google and market analysts Compete, nine in ten enrolled students have […]
We don’t dispute the timeless wisdom or simplicity of the “Always Be Closing” mentality. The ABC’s of selling, however, overlook a critical step to turn more leads into closed deals – prioritization. Every day, sales pros in every industry begin their day facing a staggering amount of data on prospects that is as helpful as […]
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It’s human nature to focus on the most pressing matters. This phenomenon is possibly no better exemplified than in observing sales behavior at the end of a sales quota period. For sales pros, at the end of each month or quarter, the most pressing matter is meeting (or hopefully exceeding) quota. During this period, sales […]
Despite the widespread use of CRM today, sales opportunity waste is staggering, with nearly one in three leads failing to get a response from a sales rep. Perhaps even more astounding, those buyers who do receive a response, on average wait two days before hearing from a member of a sales team. When I first […]