Arthur Miller's 1949 play ‘“Death of a Salesman” is about what happens when a salesman, Willy Loman, fails to accept the changes happening within himself and the society around him. A self-centered man who fails to appreciate his wife, he also suffers from an inability to acknowledge his own limited success. The play demonstrates how a person’s self-perpetual denial can impact those around him, and include them. Ultimately, Willy’s tragic end is the failure to realize the American dream (and a really bad case of sales burnout).Continue reading
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.
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
Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt their sales productivity and their careers.
Here are the second 5 bad habits that every sales professional should focus on eliminating.Continue reading
Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt their sales productivity and their careers, especially when they're working from home.
Here are the first 5 bad habits that every sales professional should focus on eliminating. Look for the next 5 in Part 2 of this blog post.Continue reading