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Written by: Sabrina Ferraioli

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Research shows that businesses that reach or surmount their revenue goals are more aligned on sales and marketing than those that fail to meet their objectives. And although we’ve heard the mantra about the importance of aligning sales and marketing for years, in many companies this vision remains elusive. Why? Because it’s easier said than done. Without purposeful intervention, sales and marketing teams will continue to march to a different beat. To ensure alignment, you have to put mechanisms in place to point the sales and marketing teams in the same direction.

To do so, you can implement some of these initiatives:

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Written by: Sabrina Ferraioli

Since positive economic cycles like the one we’re in now don’t last forever, it’s time to make hay while the sun shines and plan for an awesome sales year in 2019. Planning and preparation, however, takes time. So you cannot afford to wait until the New Year rings in to create your sales and marketing strategy and devise your tactics. To make 2019 strong and as panic-free as possible, plan how you will generate sales and start building your pipeline NOW.

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Written by: Sabrina Ferraioli

The experts estimate that integrating computer technology with telephone interactions can increase efficiency by 15 percent. For the average rep, that gives them an extra hour a day to sell.

With that in mind, here are some of the apps that can help your reps make more phone calls and achieve better results.

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Written by: Sabrina Ferraioli

“ If you can't measure it, you can't improve it.” — Peter Drucker.

Thanks to online marketing and technology, we have more data than ever to use in measuring and managing marketing campaigns. There are so many potential reports and dashboards that it’s easy to be overwhelmed.
So in this article, I will boil down an ocean of possible marketing data into the essential drops of wisdom. These are the key performance indicators (KPIs) that will give you the big picture. Plus, they allow you to drill deeper as necessary to manage your pipeline, refine your campaigns and maximize return on investment (ROI). 

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Written by: Sabrina Ferraioli

According to research, “Companies using ABM generate 208% more revenue for their marketing effort.” It’s not surprising that an increasing number of companies are adopting account-based marketing (ABM) as their go-to strategy. Following in their wake are the technology companies that provide solutions that support it. So to get started or keep your competitive edge with ABM, it pays to understand the technology landscape.
There are several steps to the ABM process. Some solutions focus on one or two steps, and others offer an all-in-one package. Below is an outline of the ABM process along with products for which customers have given their seal of approval — as of the writing of this article, they all have four or more stars on the review site G2 Crowd.

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Written by: Jeff Kalter

Will AI Take Over?

As time goes by, artificial intelligence (AI) will play an increasingly vital role in sales. In fact, as some companies relegate some of the more straightforward selling tasks to AI, lower level sales jobs are beginning to dry up.
Just think about how thousands of retail salespeople have lost their jobs as Amazon and other e-commerce sites have taken over.
These websites are not just order-takers. Their complex algorithms enable them to cross-sell. For instance, when you search for a book, you’ll see a message saying “Customers who bought this item also bought [an array of other tempting items].” They also upsell by suggesting “Compare similar items.” Usually, you’ll see some items that are bigger and better.

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Written by: Jeff Kalter

A study of over 100 subscription businesses found that companies that had customer success teams experienced 24 percent less churn than those without them.
It makes sense. If your customers are achieving the desired results with your product or service, they are less likely to stray.
Whatever your business model, subscription or otherwise, customer loyalty is essential for producing a revenue stream that doesn’t dry up. That’s because research shows 71 percent of B2B customers are at risk of switching vendors.

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Written by: Sabrina Ferraioli

How often do you call a prospect to present your company’s offering and hear them say, “You called at just the right time. I was looking for [what you offer].” Or even if they don’t state that explicitly, you know it’s true because of how receptive they are to your call. It probably doesn’t happen often, but when it does, it feels good.
Would you like to increase the frequency of reaching prospects at just the right time?
To elicit more positive responses from prospects, it’s helpful to do some sleuthing to detect sales trigger events. What is a trigger event? Most often, it’s a personal, organizational or environmental change. This disruption in the status quo spurs opportunities for new vendors.
Here are some examples of trigger events: 

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Written by: Jeff Kalter

According to Gartner, Customer Relationship Management (CRM) became the largest software market in 2017. This large and growing market has lured many companies into the business. Given the plethora of CRM solutions, it’s easy to become overwhelmed figuring out which one is right for your organization. 

What you’re looking for is a CRM solution that enables you to achieve your objectives, fits with your existing systems and allows you to maximize your sales opportunities.
Given that, here are some steps to finding the right CRM.

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Written by: Jeff Kalter

A lead management system lays out your standard practices for working with leads efficiently and effectively. It outlines how to create leads and transform them into sales.
So how do you know whether you need lead management?
If you see any of these six signs in your company, you have an opportunity to boost results by implementing a lead management process or strengthening an existing one.

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