“Don’t count the people you reach; reach the people that count.” ~ David Ogilvy
PART ONE: ABM, WHAT IS IT?
“ABM!” … “Account Based Marketing” is the most talked about thing right now in the B2B world. Yet, ABM has been around forever. “I was using basic ABM principles at Dell 25 years ago,” said John Ellett, CEO nFusion. So, what changed? What’s making the old ways the innovations of today? Continue reading
Vatican, Rome, St. Peter’s Basilica
South by Southwest (SXSW) is an annual gathering of film, interactive media, and music festivals and conferences that take place in mid-March in Austin, Texas. For the past three years over 70,000 young, tech savvy, musical and chronically hip youth have been making SXSW sine quo non event on their calendar. For the first time in the conference’s 30-year history, the Vatican claimed a seat on one of the technology panels? Why ?
“Social media or digital culture,” said Bishop Paul Tighe, “in general is changing the way people relate to each other. It’s changing the way people form community. It’s changing the way people communicate and share ideas.” Continue reading
What Used to Take Four Days, Now Takes 2 Hours
Winning! “It’s all about the sales team winning,” says James Tenner, president of Broadleaf Services. “They want to bring in sales and bring home compensation.” As president, it’s Tenner’s job to support and guide his team toward those wins. So, he made a decision which allowed them to be winners. He found a way to increase their speed, ease and efficiency with ConnectLeader’s sales acceleration technology. And once he realized how well these tools worked with Salesforce and his CRM system, Tenner embraced the entire ConnectLeader suite: the Team Dialer®, Personal Dialer®, ClickDialer® and Remote Coach®. Continue reading
Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits, which include choice of equipment, can hurt their sales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating.
You know you need more live conversations, but what is it worth?
As is the case when considering any new money saving solution, the return on investment you attain from a Live Conversation Automation solution is an imperative step when deciding whether or not to move forward. You know in your gut that a dramatic increase in live conversations with customers and prospects will pay off for your company. The challenge is determining how much value it will bring and whether it is worth it for your company to spend the dollars, cost and effort required for deploying any new solution. Outlined below are some of the top reasons ConnectLeader’s customers tell us how they have attained ROI with Team Dialer. Continue reading
Sales veteran Jim Lochry, SVP for corporate development at ConnectLeader, knows how to win. In order to become successful, Jim had to learn the art of understanding a customer’s problem, mapping their need to a solution, and then demonstrating how to deliver a tangible ROI. Jim’s sales pedigree can be traced from his work at such large companies as Oracle, and for such start-ups as Versant, Extricity and Peace Software.
As Jim sees it today, the key to better sales is arming sales and marketing teams with more effective technologies to communicate with their customers. Marketing automation solutions which work with CRM systems, are a usual area of investment. But, “the more important investment,” Jim says, “is on giving salespeople better tools through sales acceleration technologies that drives qualified business leads, reduce sales cycles, increase top line revenue, and bottom line profitability.” Continue reading
“It’s a fairly typical beginning for a lot of software companies,” said Jim Lochry, SVP Corporate Development for ConnectLeader. “They start out as a consulting company, looking at and solving problems.”
In 2008, the founder of ConnectLeader, Senraj Soundar, looked at the CRM space with the intent of making the next generation of CRM systems. What he found, according to Lochry, was that “companies weren’t getting value out of the CRM itself.” After looking at some of the large players emerging in this space, Senraj realized that he didn’t need to build the next greatest CRM, but to make a product and solution that would leverage the investment companies had already made in their selected CRM. He could see, as Lochry put it, “that all that data was there, but was not being exploited.” Continue reading
Part 3 of 3
Sales acceleration products and services are an application of various technologies to an organization’s existing CRM system that enhances both the effectiveness and the efficiency (velocity) of the selling process. In the third and final part of our review of the business survey conducted by the Center for Sales Leadership at DePaul University, we look into the future and examine sales organization growth, sales staff investment (training and technologies), and trends in sales acceleration technologies for the coming year.
The Depaul survey showed that of the 127 businesses who participated in the study, all expect to grow their sales organizations, on average, nearly 25% over the coming year. The most significant contributor to that growth is expected to come from inside sales, as compared to outside/field sales. Investment in salesperson training and sales technology is expected, on average, to be nearly $10,000 in sales training and $6,000 in sales technology per salesperson over the next year. Continue reading
Part 2 of 3
Sales acceleration tools apply various technologies to an organization’s existing CRM systems that enhance both the effectiveness and the efficiency (velocity) of the selling process. In the second part of our review of the business survey conducted by the Center for Sales Leadership at DePaul University, we examine current use of sales acceleration technologies and services.
At the time of the survey [2015-2016], the 127 businesses included had used their communications/dialing technology for an average of 2.52 years. Their primary reasons for selecting their communications/dialing provider were: (in rank order) #1 CRM integration, #2 high volume automated dialing (software), #3 click-to-call dialing, analytics and reporting, inbound call routing. Continue reading
In 2004, ITSMA coined the phrase “Account Based Marketing” (ABM) and defined it as “treating individual accounts as a market in their own right.” It’s a structured approach for developing and implementing highly-customized marketing campaigns to markets of one, i.e., accounts, partners, or prospects. This approach, typically employed in enterprise-level sales organizations, involves marketing and sales taking a close look at key business issues facing the target, mapping them to individuals, and tailoring campaigns to address those issues.
A recent SiriusDecisions State of Account-Based Marketing survey showed that over 90% of marketers recognize the value of ABM. Companies utilizing ABM practices have reported better alignment with sales, increased abilities to close bigger deals with target accounts, while also increasing pipeline velocity. Continue reading