Author Archives: Matt Stanton

The Genesis Behind Getting More Productivity From Your CRM System

“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

8 Facts You Must Know About Agent Assisted Outbound Dialing: It’s not the dial, it’s the conversation that counts.

Buying the right product with the right license model avoids downstream hassles. Buying the right product with the right license model avoids downstream hassles.

Buying the right product with the right license model avoids downstream hassles.

We’re fortunate to live in a time that has technology solutions for nearly everything. Out of soap? There’s an app for that. Need a ride home? There’s an app for that too. Today, technology helps us solve most of our problems, whether they are difficult or mundane.

But if we can send a vehicle to mars, why can’t we reliably get prospects on the phone when outbound dialing? The expectation of having a live conversation with a prospect has changed radically. Here’s why: For decades, the telephone was the single most useful tool for sales. As telephones became a ubiquitous object on every desk, they became mundane and lost their “#1 useful tool” status. Continue reading

Is it time to replace the term sales and marketing alignment?

finding a new term for sales and marketing alignmentAs a marketing professional who works closely with a sales team, selling to sales executives… having a sales and marketing alignment process is easy. What is challenging is coming up with a name for this process. There are names for every other sales and marketing function, why can’t we agree on a better term for ‘sales and marketing alignment?

Continue reading

Our Favorite B2B Sales Blog Posts of 2015

It’s that time of year for review articles. The best of type stories. 2015 has been a really exciting time for the sales productivity world thanks in a large part to the major CRM players. The Salesforce appExchange has helped launch many excellent sales tools to enhance and expand the capabilities of Salesforce. So in the spirit of giving, enjoy these blog posts and have a Happy Holiday Season and Prosperous New Year!


The Cold Caller Who Came in from the Storm

Posted on November 18, 2015 by NIck Polito, Director Growth Initiatives HG Data

HGData_LongLiveColdCallingCold calling is dead! Long live cold calling!

We’ve all seen the headlines reporting that cold calling is dead. Gartner Research predicts that by 2020 customers will manage 85% of their buying relationship without human interaction. And I’m going to predict that 99% of us loathe the telemarketers that call during dinner. Therefore, it might surprise you that a high tech, Big Data and analytics company like HG Data, includes telemarketing as part of its sales and marketing strategy. I know this to be true, because I cold call for HG Data.

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19 Shocking Sales Stats That Will Change How You Sell

 LinkedIn Publisher, Authority on Digital Talent Acquisition, Recruiting, Sourcing @StaffingRobot

 

19ShockingSalesStats

I try to read as much as I can, and every morning I put aside 30 minutes to check out the latest posts from my favorite blogs and writers.

In 30 minutes, you can only take in so much. Some posts I read thoroughly, others I open and close again within a matter of seconds. My favorite ones, I share with my team to use.

Often, my sales-related decisions rely a lot on guesswork: When do I send? What will they read?

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eGuide to 12 Bad Habits that Destroy Inside Sales Productivity


Use intent data to anticipate your customers’ needs

 

Historically, B2B marketers have tailored and targeted their campaigns to specific job titles or seniority levels. Early on, it made some sense from an efficiency standpoint to focus on those titles high enough up the corporate ladder to control purse strings, but job titles and seniority only tell part of the story as to how decision makers carry out the consideration and purchase process.

Awash in data, predictive models, charts, and graphs, it can be easy for marketers to forget that those data points — those dots on the graph — are actually people as well as key B2B targets. They have their own personal predispositions that can have great influence over the decisions they make in a business setting. In many ways, it’s remembering the people behind the decision-makers that can help B2B marketers harness the right data to engage and nurture those customers through the funnel.

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The 5 Types of Sales Prospect Persona Profiles [Infographic]

This entry was posted in Sales Prospecting and tagged , , , on by .

You may already know your buyer personas inside and out. But what about your sales prospect personas?

Think about it this way – you spend hours on the phone reaching out to potential buyers. In that time, you’re bound to notice some similarities. So, take advantage of this fact. Since it’s your job to connect with these people, it helps if you understand their different personas and how to sell to them.

Here are a few common scenarios:

  • You’re hearing, “Ask me again in six months”
  • You’re coordinating with 5 or more people
  • You’re trying to answer tough questions

Check out the infographic below to learn how 5 common sales prospect personas can help you address these issues, and more.

 

Infographic-5-Types-of-B2B-Sales-Leads-1


 

10 Bad Habits that Destroy Inside Sales Productivity (Part 1)

By |February 20th, 2015|Uncategorized|0 Comments

Procrastinate_small

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 can hurt their sales productivity and their careers.

Here are the first 5 bad habits that every sales professional should focus on eliminating. Look for the next 5 in Part 2 of this blog post.

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10 Bad Habits that Destroy Inside Sales Productivity (Part 2)

By |February 24th, 2015|Uncategorized|0 Comments

 BadHabitsBlog

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 can hurt their sales productivity and their careers.

Here are the second 5 bad habits that every sales professional should focus on eliminating.

Read More…

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