Sales Prospecting Perspectives

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12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Salesforce.com does a great job of this, but may be too much for small businesses. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Why do you need a pipeline in the first place? The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. for you. You simply execute.

Build 124

How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

The most important one could very well be our CRM, which at AG is Salesforce.com. One of my responsibilities is to do the training sessions about Salesforce.com for new hires at AG. I like to think that I have a few key tools in my prospecting toolbox. Spending hours on Salescore.com every day has allowed me to become quite proficient. Only have the necessary tabs available.

6 Tips for Successfully Onboarding New Inside Sales Reps

Sales Prospecting Perspectives

The hardest aspect in our training for new inside sales reps to master is the use of Salesforce.com. Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires. Over the last couple of months, AG Salesworks has seen many new faces. Pack their day. Mix up the trainers.

High Sales Efficiency Expectations with Marketing Automation [Infographic]

Sales Prospecting Perspectives

Marketing Automation is deeply ingrained in our sales and marketing organizations, as much as Salesforce.com is. Sales Prospecting Perspectives is pleased to bring you a guest post from Brian Hansford , Director of Client Services and Marketing Automation Practice at Heinz Marketing. Demand generation has dramatically evolved from activity-based contact marketing to a core strategic function in organizations. Marketing Automation is a leading force in this evolution, and B2B marketers are rapidly increasing their acumen to provide a direct impact to revenue generation.

How to Ensure a Successful Inside Sales ‘Nurturing’ Campaign

Sales Prospecting Perspectives

From my experience working within Salesforce.com, we found an efficient way to capture useful information from our nurtured accounts and put it to use for our Inside Sales Reps. Few would argue that many accounts and prospects that need to be nurtured can often be overlooked. In the stream of advice and information discussing the inside sales process, I feel that lead nurturing is neglected. These nurtured accounts could very well be your future customers. strong inside sales nurturing process would overcome these challenges. When will they be reevaluating?

Sales Checklist: How Do You Prepare Your Day for Success?

Sales Prospecting Perspectives

Look at my home page on salesforce.com and prioritize any important follow up tasks or interested pipeline… Check! Summer is upon us and so is the time of the year for weekend getaways. Before work this morning, I was preparing for a weekend getaway of my own to Cape Cod. stood in front of my empty duffle bag and made a checklist of the essentials I would need to pack; toothbrush… check… sweatshirt…check, and so on and so forth. It’s the absolute first thing I have to do when I walk in the door… Check! Blog post… Check

3 Helpful Lessons That Will Make You A Better Inside Sales Manager

Sales Prospecting Perspectives

tools in the hands of my ISR's, whether it's as simple as click-to-call technology that integrates with Salesforce.com to increase the number of dials they can make, or subscriptions to list generation and contact data solution tools like ZoomInfo or NetProspex to improve the likelihood that they're talking to the right decision makers, they're going to be better and produce more. At all.

The Golden Question For Inside Sales: What Metrics Are Good Metrics?

Sales Prospecting Perspectives

Our operations team frequently re-evaluates which metrics to capture for our clients and strategic ways to use Salesforce.com and other tools to gather this data. I recently read a great question from one of my LinkedIn groups, Inside Sales Management: “Is anyone measuring activity rather than opportunities? If so, what activities are you measuring and how? Obviously, opportunities would be the industry standard, but what other information could we capture and share through reporting that would be of value to our customers? Adding value to the database. Cleansing Data).

Sales Prospecting Perspective Weekly Recap - Week of October 8, 2012

Sales Prospecting Perspectives

wanted to share a post from their site that discusses one of Salesforce.com's latest releases, Social Key. Salesforce.com’s New Social Selling Platform , Jon Birdsong, Sales and Marketing Executive for Salesloft, gives a great breakdown of some the key's (bad pun intended) and benefits this new application will provide for sales reps. Isn't technology grand. woke up this morning to that annoying alarm sound that makes us all cringe when we hear it. It makes sense, if your customer's are on Social Networks, then organizations should be monitor and listening to what is being said.

The Importance Of Staying Focused While Teleprospecting

Sales Prospecting Perspectives

On a number of occasions I have sat with folks on my team and they will have Salesforce.com open to a lead record, the website of the target organization open, and perhaps yahoo finance open as well. In my experience I have seen many teleprospecting reps take the idea of “multitasking” to a new level that I would term “chaotic shuffling” What do I mean by this?

How Do You Know Your Solution's Target Market?

Sales Prospecting Perspectives

You might need them to be an IBM shop or a Salesforce.com user. It’s almost 2013 and innovation has sky rocketed to an all time high. Think of all the technology companies that exist now, solely because of the existence of the “Cloud”. The number of B2B technology companies that have been created just from that one phenomenon is mind blowing. But with so much freshness and unfamiliarity within the marketplace comes a very common issue: “We have this awesome new product, but we’re not really sure which industry or which executives to target.”. So what are you going to do?

Your New Inside Sales Hires Should Be Producing Leads In 5 Days.

Sales Prospecting Perspectives

Wed-Thurs: Introduction to skill-set, methodology, client technology, Salesforce.com. I’m very proud of the training program we have here at AG for new reps. It has been developed and fine tuned over 8+years of doing this, and I’m confident to say that it is one of the best crash courses in how to qualify a prospect out there today. We have our BDR’s (assuming you don’t miss any days due to record snow falls) up and running within 5 business days. This isn’t “on the phone fumbling through dials” ready.it’s Here they are. 1. You may say.”our

Have You Refreshed Your Insides Sales Training Program?

Sales Prospecting Perspectives

” The Training Team agreed that new BDRs need to learn a clear call strategy, how to have strong quality conversations, be resourceful, run their business seamlessly with salesforce.com, adopt our best practices, and develop strong communication skills to interact with clients both on weekly calls and via email. There are so many different thoughts and opinions on how to make the most of a training week. There is a fine line to walk when training, how much information is too much? The audience really wasn’t captive and I didn’t necessarily think it was their fault.

10 Things About Operating A Teleprospecting Firm To Be Thankful For

Sales Prospecting Perspectives

Salesforce.com : They just keep on giving me free stuff. We've built a great business with Salesforce.com as it's backbone and they continue find ways to enhance my experience without me having to ask. It's that time of year where every blogger in the universe posts what they are thankful for, or tries to work what they do into a Thanksgiving meal metaphor. Given my general lack of creativity I LOVE THIS TIME OF YEAR. love it because I can do a top ten list of things I'm thankful for. This has been a banner year for AG so I have much to be thankful for. huge milestone for AG.

5 Things Your Inside Team Can Do To Adapt To The Sales "Ebb & Flow"

Sales Prospecting Perspectives

As much as they can rely on you for your expertise or the company training, encourage them to farm for ideas on their own. 3- Provide a platform for information sharing amongst colleagues - Chatter on Salesforce.com is a great tool for everyone to share collective ideas on ways of tweaking/improving current procedures. 4- Helping to train others - This could be described as a real time information share. The last thing we all want is a sales rep that is going to sit back and expect things to get better by doing things the same exact way. It is unforgiving. Expectations were running high.

A New Year A New Take On Inside Sales

Sales Prospecting Perspectives

Learn the ins and outs of salesforce.com. 2011 kicked off with a good amount to be thankful for. year of laughs, hard work, goodbyes and hellos, all resulting in new beginnings. After spending 2010 writing about incentives for your inside team, angles to take with gate keepers and "how to" guides to make the most of your month, I am changing my tune as a new member of the management staff. have accepted the position of Manager of Client Operations here at AG, with a pretty cool task at hand. My job is to assure that the client-team relationship is the best it can be. Apply and Practice.

Tools That Every Inside Sales Rep Needs to Succeed in 2011

Sales Prospecting Perspectives

By providing a CRM system like Salesforce.com, Zoho, etc., We are well into the Holiday season now and in just a few more days, we will be ringing in 2011! As you start to think about your inside sales strategy for the New Year, it’s important to plan what you will bring to your inside reps to help them succeed on new and existing projects. Without the ability to create list views and follow up tasks, prospects will be sure to disappear and opportunities will surely be missed. As a sales manager, be creative and find new ways to build lists.

CRM 2

Are Your Inside Sales Reps sacrificing Effectiveness for Efficiency?

Sales Prospecting Perspectives

CRM suites like Salesforce.com and Netsuite.com have revolutionized the industry from a efficiency standpoint. One of the most popular features amongst our team in our salesforce.com is the ability to set up email templates. Nowhere is the overall management of an inside sales teleprospecting team more difficult than the process of trying to gain efficiencies without losing effectiveness. We all want our reps to make the most activities possible while also passing the most qualified opportunities they can. It all sounds so great…but BEWARE!!

Did You Hire the Right Inside Sales Rep?

Sales Prospecting Perspectives

The quality test: After your new rep has spent two days on the phone, run your “quality conversation” (QC) report from your Salesforce.com. There is no greater point of anxiety for all of us then that moment in time where we question whether or not we hired the right guygal as a inside sales rep. Teleprospecting is not an easy gig. At most companies the burnout rate is far higher for teleprospecting in comparison to other job functions. You are right in having some healthy anxiety about your new hire. Will heshe cut it on the phones? Will they fit into your culture?

Salesforce.com to acquire ExactTarget

Fearless Competitor

June 4/2013 It was announced this morning that Salesforce.com has reached an agreement to acquire ExactTarget. Salesforce.com is expanding their Marketing Cloud offering. ” With their close relationship with Salesforce.com, it was considered a likely acquisition. The post Salesforce.com to acquire ExactTarget appeared first on Fearless Competitor.

SalesForce.com Acquires ExactTarget

Volacci

The impact of the convergence of these technologies continues to grow, made evident today by the acquisition of ExactTarget by SalesForce.com. As companies move beyond marketing automation as a standalone product and into a more integrated solution, I expect SalesForce.com''s entry into this space to shine a huge spotlight on the integration issue. That was yesterday. Be awesome.

Breaking: Salesforce.com Announces the Marketing Cloud. So What is It?

It's All About Revenue

The “marketing cloud”, which salesforce.com has hinted at for a while, was announced today at Dreamforce ’12. Marketers who use both Eloqua and salesforce.com will be able to enjoy an enhanced version of the social marketing cloud. Breaking: Salesforce.com Announces the Marketing Cloud. Digital Marketing b2b marketing Buddy Media CMO Eloqua Marc Benioff marketing automation Marketing Cloud Radian6 salesforce.com social marketing cloud social media marketingby Jesse Noyes | Tweet this The long-whispered rumors are finally confirmed. So what is the “marketing cloud?”.

Marketo’s Take on Salesforce.com’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, Salesforce.com announced plans to buy ExactTarget. Many of our customers, prospective customers and business partners may be wondering what this move means for Marketo, since we are a leader in the marketing software space and so many salesforce.com customers also choose Marketo as their marketing automation platform. Where marketing is going.

Godzilla vs. King Kong aka Hubspot vs. Salesforce.com

Fearless Competitor

This announcement puts them squarely into battle with one of the toughest firms on Earth, Salesforce.com. contact-form] Filed under: CRM , Hubspot , Salesforce.com. CRM Hubspot Salesforce.com At their recent Inbound Marketing conference, Hubspot announced the release of their first Customer Relationship Management (CRM) platform. Godzilla vs. King Kong.

The Importance of Attitude – great article at Salesforce.com or Find New Customers

Fearless Competitor

The Importance of Attitude is a great article that published on the Salesforce.com blog yesterday. You can read it there or on the Salesforce.com blog. When you do a post for a company like Salesforce.com, always include a Resource Page with your information and ask the publisher to share it, as it is great publicity for your company. About the Author.

Tomorrow People Leaves Salesforce.com in Favour of Workbooks CRM

Tomorrow People

Tomorrow People has selected British Cloud CRM provider Workbooks.com to replace its Salesforce.com CRM system after two years of using the Salesforce Professional Edition. Alistair Norman, Marketing Director at Tomorrow People commented, “Workbooks is not only far more cost-effective than Salesforce.com, it is also more intuitive for our users and much easier for us to customise.

The Pond Just Got More Crowded: Google, Salesforce.com and Sequoia Invest in HubSpot

Customer Experience Matrix

Summary: HubSpot announced a $32 million investment yesterday by Sequoia Partners, Google and Salesforce.com. Salesforce.com and Google announced their long-anticipated entry into the marketing automation industry, in the baby-step form of investments in HubSpot. But if Salesforce.com likes what it sees, who knows where that will lead? intended to extend Google’s own business).

Salesforce.com Webinar Invitation Gets It Right

The Point

There are many things that work well in the Webinar invitation below from Salesforce.com, but one of my favorite elements is the smallest: the link at the top left corner that reads: “View on a PDA.” Click and you’re linked to a hosted, plain text, narrow-column version of the same message. In a [.].

Salesforce.com Announces Site.com Web Site Management: Will Marketing Automation Features Follow?

Customer Experience Matrix

Salesforce.com yesterday announced the launch of Site.com , an enterprise-class Web site management system. The news didn’t seem to get much attention, perhaps because Salesforce.com itself pretty much buried it. But Salesforce.com VP of Product Management Anshu Sharma did post a detailed explanation of the rationale on a Salesforce.com blog. That’s the first Salesforce.com reference I can find to a “digital marketing platform”. crm salesforce.com industry consolidation Web content management marketing automation industryHere’s a piece from 2009.)

4 B2B Insights from Salesforce.com’s Acquisition of Radian6

Social Media B2B

Today Salesforce.com announced the acquisition of Radian6. Salesforce.com is an evolution from standalone versions to a web-hosted, company-wide platform that can integrate with other company systems. The addition of Radian6 to the suite of Salesforce.com tools (even though the companies will still run separately) creates awareness among salespeople that company or industry mentions found through social media monitoring can be considered trackable events in their CRM tools. 2. Communications Marketing Monitoring radian6 sales cycle sales funnel Salesforce.com

Dreamforce 2011: Salesforce.com Will Leave Marketing Automation Alone. But Revenue Performance Management Might Be Another Story.

Customer Experience Matrix

I spent most of this week at Salesforce.com ’s Dreamforce conference. So I wouldn’t be surprised to see Salesforce encourage third party developers to build marketing automation systems using Salesforce's Force.com and Heroku platforms and Database.com database, or to see them encourage existing vendors to migrate to the Salesforce.com infrastructure. salesforce.com dreamforce revenue performance management enterprise software b2b marketing automationPeer pressure worked, and there I was. Oh dear, I do sound pretty crotchety, don’t I? As a $2.1 Or maybe I'm being naive.

Good-bye Salesforce.com. Hello Nimble.com.

Fearless Competitor

Dear Jeff, We have received your request to cancel, upon your contract end date of 7/30/2012, your salesforce.com subscription. Sincerely, Salesforce.com Billing. I’m a longtime user of Salesforce.com. I’ve implemented it many time in my companies and I use it at the sales lead generation company Find New Customers. Feel free to reply to this email.

Is Salesforce.com a Player in Marketing Automation Software?

Webbiquity

Salesforce.com is the cloud computing darling of customer relationship management (CRM) software. So, where does Salesforce.com stand as a marketing automation solution? Up front, Salesforce.com will garner appeal because the marketing app is bundled with the Sales Cloud 2 product. So, when should Salesforce.com make your marketing automation software shortlist?

Intuit / Salesforce.com Alliance Is No April Fool's Joke

Customer Experience Matrix

Am I the only one who missed the April 1 announcement of a strategic alliance between Salesforce.com and Intuit ? Given our industry's endless nattering about whether Salesforce.com will move into marketing automation, this should have attracted more attention (or, at least, enough attention that I would hear about it sooner than I did). In case you too missed the news, it comes down to this: Salesforce.com will be available on Intuit’s App Center and be deployed so that the Intuit and Salesforce.com databases are synchronized. billion for Salesforce.com vs. $16.5