“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 →
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 →
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 →
As the sales landscape continues to change for organizations, the Center for Sales Leadership at DePaul University regularly conducts best-practices research to provide sales professionals and academics with timely information, insights, and direction on a range of sales and sales technology topics. Currently the center is trying to develop an understanding of one of the rapidly evolving areas of sales today: Sales Acceleration technology products and services. Continue reading →
Insights on Social Selling from LinkedIn’s Survey of Sales Executives
“The world of business is going through a seismic shift in how we engage with our clients; therefore, there will be leaders and laggards throughout this evolution,” says Alexander Low, Head of Client Development, JLL. But what he is referring to? What’s this great change in how salespeople interact with their prospects? The answer is the same change that is revolutionizing all of our lives–the revolution is social networking–which in the business world, when it is used to find and nurture clients to maximize quality contacts, is called, “social selling.”Continue reading →
6 ways calling software solutions can help manage the happy problems of a high-growth environment.
Anyone looking at the headlines can guess that 2017 looks promising for a better business environment than we have seen in recent years. Regardless of what has brought this about, the important question is how to best take advantage of these changing market conditions. Outlined below are some of the questions business development, lead development and sales organizations will be asking themselves in the coming year. I myself was pleasantly surprised to see that all of the questions have the same answer! Continue reading →
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 →
8 Reasons why cold calling should be pre-scheduled rather than an afterthought.
Although we live in an on-demand world, people still tend to perform their best when following a scheduled routine This is especially true when we look at the little things we do that contribute to our success. Just pick your favorite sports legend (LeBron James, Tom Brady, Stephen Curry, etc.) and you will undoubtedly find someone whose success is the result of many years of following a scheduled routine of practice and conditioning. Without a doubt, telephone prospecting falls into this category for salespeople. Although cold calling is often unpleasant and we rarely, if ever, “close the big deal” when we do it, most salespeople and sales leaders would agree that it needs to be done to bring success. Because cold calling can be unpleasant and results typically take a long time to materialize, it is very tempting for salespeople to put it to the back of the list to “get to it later.” Below are the top 7 reasons why salespeople should avoid this pitfall by pre-scheduling their phone prospecting sessions. Continue reading →
Your company invested in Sales Development Reps (SDRs) because they can reach hard-to-find decision makers sooner and grow the customer base quickly. This growth is notable because a prospect that is found via outbound calls, is much less competitive than a prospect that has filled out a form looking for similar offerings on other sites.
From a sales position comparison, SDRs are not as costly as other sales individuals to employ, but they are a considerable expense. If you have SDRs making outbound calls for sales leads, you want them performing outbound dialing very efficiently, but more importantly, you want SDRs to have many sales conversations and to set lots of meetings. Continue reading →