The top three trends in the world of B2B sales today are: social selling, account-based marketing and sales development technologies. According to Inside Out’s 2016 CXO Benchmark Study, 3 out of 4 executives said that social selling techniques are having the biggest influence on their marketing strategy. In addition, 70% said they are implementing account-based marketing practices, while two-thirds highlighted the need for sales development platforms. And a fourth factor all have in common is that managers recognize the need to motivate their sales teams to successfully use these new platforms. Continue reading
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
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
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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
By Joe Cronin, Sales Manager ConnectLeader
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