Inbound Marketing: Content is King & Outbound Marketing: Conversation is a Deity

For the last five years, inbound marketing has been in the limelight because it’s aligned with the “Content is King” theory. Operating as part of a CRM system/process, inbound marketing delivers a valuable and steady stream of information to prospects in order to monitor engagement and predict the most opportune time to call. Continue reading

Salesforce Buying Spree; 5 Must-Know CRM Solution Enhancements

BusinessgroupHave you been wondering why Salesforce has recently been acquiring companies such as Demandware, BeyondCore and MetaMind? The company is on a spending spree and emptied their coinpurse to a tune of over $4 billion in acquisitions over the last year and a half.  Recent acquisitions include:

  • Gravitytank, Undisclosed amount – The acquisition is expected to help Salesforce design and develop better software solutions to help customers across various industries to connect with partners, clients and employees in newer and more innovative ways.
  • Demandware, $2.8B – Offers new tools including personalization across mobile, web, and social media.
  • Krux, $700M – Is a cloud-based software with data tools that help marketers, media companies and ad agencies reach and engage customers.
  • Quip, $750M – Is a collaboration app featuring word processing, spreadsheets and a group of built-in editing and messaging tools.

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Salesforce and Twitter; The Need for a Better CRM Solution

Big DataRecently, Salesforce.com’s chief executive officer, Marc Benioff, made a bid to purchase Twitter. In fact, he has been on a shopping spree, snapping up companies such as Demandware for ecommerce and productivity software maker Quip Inc. In the last few years, he’s also purchased a slew of artificial intelligence startups that formed the basis for its new CRM solution, Einstein.

Is Marc onto something? And, why is Twitter, the company that Wall Street has written off, so valuable to a CRM Provider such as Salesforce.com? The simple answer: Knowledge! Continue reading

3 Best Tips for Lead Nurturing to Get Your Sales Pit Crew Performing

 

Auto racing is a great analogy for a sales team. Many companies try to make repairs (or changes) to the sale team while they are performing daily calls. It’s akin to tuning a race car while it’s speeding down the track at 225 MPH.  Needless to say, in order to tune the car, it has to go into the pit. Unfortunately with sales teams, coming to a full stop is hardly an option.

However, when some companies come to a full stop (pit time!), they miss fine tuning the lead nurturing process. This issue is amplified at small and mid-size organizations as they don’t have enough data in lead management systems to identify and address the proper issues. A good CRM system with carefully captured conversations data adds the right tools to find and fix problems. Continue reading

Do: Speed Dials… Don’t: Speed Talk

by: Patrick Morrissey, Sales Manager, ConnectLeader

I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work. Whether we are “in a meeting,” “late for our next meeting” or we simply choose to hang up, we will rarely feel any guilt about our narrow escape. We need to get back to work and the person on the other end of the line does not seem concerned about our time. So why should we feel any guilt about ending the call? Otherwise, we are stuck on the call waiting until the salesperson unwinds, often making a sales pitch that has nothing to do with us, our problems or our role within the company. Continue reading

BEST WAYS TO BOOST SALES AS A MANAGER

Know the Difference Between Coaching & Managing

In order to be a great leader you have to understand the difference between managing and coaching.  Every salesperson has, to some degree, a desire to succeed, productivity levels to achieve this success and the competencies to achieve goals.  But often times, sales managers confuse these terms at the peril of their forecast. Here’s a breakdown of the issues: Continue reading

4 Ways Lead Generation Companies Can Deal With Customer Objections

by: Patrick Morrissey, Sales Manager, ConnectLeader

What’s the best comeback for an objection during the lead nurturing process? None! But there are ways to effectively address them.

Objection Overcoming DIspute Challenge Negative Feedback Arrow OThere is a lot of great information on tips and best practices regarding handling objections in a lead nurturing process. Many of these techniques can be highly effective in addressing the objection and helping the customer to see the big picture. However, a main problem is that customers have probably encountered a lot of these sales lead generation practices before. Continue reading