Salesforce is one of the most powerful sales tools available, which is proven by the company’s continued success. However, it isn’t simply enough to utilize just Salesforce. CRM systems will organize all of your data for you, but they won’t help you advance the pace of sales. To take full advantage of Salesforce, you need to go a step further.Continue reading
As most VPs of Sales and Chief Revenue Officers know, the mortality rate of those who take on ownership of meeting an organization’s top line revenue is quite high. The job security of a VP of Sales is often determined by whether they made the number for the last quarter.Continue reading
In 2011, IBM’s computer Watson made national news after defeating former Jeopardy champions Ken Jennings and Brad Rutter. Not long after, IBM teamed-up with Memorial Sloan Kettering and the Cleveland Clinic to increase Watson’s medical prowess. This ultimately gave the robot the knowledge of a second-year medical student; it became a tool that physicians could use to check their hypotheses and gain recommendations. In January of 2017, IBM signed a 5-year deal with the Cleveland Clinic to help physicians speed up and improve the accuracy rates of their diagnosis and prescriptions. In this case, Watson augments the skills of physicians. It’s fair to theorize that if a computer can quickly learn to assist in performing medical functions, it’s possible it could rapidly learn the skills of a sales professional.Continue reading
A recent case study of one successful sales company outlined some of the practices that helped them outpace their competitors in terms of phone sales. That company used quality leads. They also made more phone calls to each lead and more calls in general than average companies did. The obvious conclusion is that sales teams need a way to make calls as efficiently as possible in order to get more done in less time. You can rely upon automatic phone dialer software to improve sales productivity and reduce manual labor.Continue reading
Such notable companies as Apple, Amazon, and Salesforce have all invested heavily in artificial intelligence that can be used to automate sales and marketing. This includes digital assistance, language processing interfaces, and in particular, predictive analysis. Certainly, computers can take orders and even suggest products and provide customer service. It appears as if many large enterprises intend to have their customers mostly interface with machines.
Just last year, Amazon opened up a new kind of grocery store that lets customers make purchases without interfacing with any humans at all.Continue reading
In today’s competitive business environment, B2B companies should rely upon efficient sales processes, top talent, and the right marketing technology in order to thrive and grow. At the same time, many sales teams struggle because they continue to rely upon the outdated practice of pushing as many leads as possible into the pipeline and then working them fast. Few salespeople will be surprised to learn that almost half of sales representatives said that they didn’t have the information they needed to effectively close sales calls. Without efficient ways to gather and nurture leads, businesses can’t compete against more sophisticated rivals. Luckily, almost all B2B companies can easily access the technology they need to make their sales teams more efficient and grow their businesses.Continue reading
Officials at United said that their attire violated the dress code. Cries of sexism echoed around the world. Calls for boycotts followed. How could a company possibly recover and make anything good come out of a travesty such as that?
In 1996, IBM introduced a supercomputer called ‘Deep Blue’ to the world. Deep Blue challenged world chess champion Garry Kasparov to a series of chess matches and Deep Blue won. In 2011, IBM introduced Watson, another supercomputer, which beat two of Jeopardy’s greatest champions. In 2016, Go Master Lee Sedol played a match against an ominous new challenger, a super computer from Google named, DeepMind, which won the match, making it the first time a computer had defeated a Go master.Continue reading
Gamification is the application of game playing elements (i.e, point scoring, competition, rules of play) to other areas of activity, such as learning in the education world, training in the military, and sales in business. Gamification injects fun into what has become routine. Even though the concept is not new, it is currently generating a lot of buzz. “Companies have been using games in non-game contexts for a long time,” says Gabe Zichermann, the author of Game-Based Marketing. Think airline frequent flier programs, hotel loyalty clubs, and the points you earn to get a free cup of coffee. Now, the concept of “game” is being used, not just to keep customers buying, but to also keep sales reps selling.Continue reading
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