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
Have 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.
Recently, 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
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
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
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
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.
There 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
Over the past few years, inbound marketing companies seem to have captured the minds and hearts of not only corporate sales and marketing managers, but they also became the darlings of Wall Street. You need to only look at the stock valuation prices of Hubspot and Salesforce to validate this statement.
Dr. Rich Rocco, Research Director for the DePaul University Center for Sales Leadership recently presented his most recent findings from his Sales Effectiveness Research.
Many sales teams utilize full-cycle inside sales reps who are responsible for the entire customer cycle from prospecting to close to renewal. This type of sales structure has its pros and cons.