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Early Bird Converts Leads to Sales
The simple act of placing a phone call to a new prospect within a minute of when a lead comes in can increase the likelihood of conversion by nearly four times (391 percent), according to a study of...
View ArticleFour Steps to Getting From CRM Implementation to Increased Revenue
Integrating data can drive impressive business results - according to a recent study conducted by Scribe, we found that integrated CRM data equals better accuracy and consistency of customer...
View ArticleSocial CRM: You're Doing It Wrong
t used to be a lot simpler. Customers entered your site, filled out their information and purchased their item. It looked a bit like a funnel. With the onslaught of social media, however, the funnel is...
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6 Ways Social Media Affected the Enterprise in 2012
Social media has changed more than the way companies market and promote themselves. Social networking has also changed the way companies recruit, how they communicate internally and how they handle...
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Social CRM and the Great Power Shift
According to CRM expert and author Paul Greenberg, social CRM, or sCRM, is a philosophy and a business strategy, supported by a system and a technology, designed to improve human interaction in a...
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Follow The Money: Digital Marketing Trends For 2013
All marketers are looking for efficiencies in their processes. As more instant, tailored information and access to prospects and customers become available, traditional models of ‘funnels, leads and...
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Traditional Principles + New Media Practices = Sales Leadership
Sales leadership is achieved today by a combination of traditional principles and new practices. You can’t be successful today unless you use and incorporate the best of both and mold both into your...
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How To Use Social Media To Make Sales
An integral part of the sales process is getting to know your prospects and establishing relationships—and it turns out that social media can help you accomplish this quickly and easily. Follow these...
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Hello McFly, Buyers have changed, duhhhh!
Solution Selling® has always been about helping customers solve business problems. That has not changed. What has changed is the manner in which sellers engage and help buyers along their journey to...
View ArticleBuyers Want to Reduce the Buying Cycle by 40%. What Should Sales Do?
IDCs Sales Advisory Service recently completed its annual Buyer Experience Study which assesses what is and isnt working for technology sales teams, and gathers feedback from buyers as to what (and...
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Social Collaboration for Sales: Cutting Through the Hype
Buyers are demanding that sales representatives and their support teams evolve. Buying teams are larger and more sophisticated than ever before, and only the most knowledgeable and prepared sales teams...
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Who Owns CRM Data at Your Company?
In most enterprise IT systems, record ownership is about as controversial as a ham sandwich. Not so in CRM. In fact, it can become quite the political topic. Fortunately, good governance can solve most...
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It's Not Too Late to Start on Social
A new DMG report outlines steps companies need to take to address issues on social media.
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Tips to Enhance Personal Presentation Skills In the Digital Age
In the current age of emails, texts, tweets and social media, the importance of personal communication, whether one-to-one or in front of a group, has never been more important, nor more difficult to...
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The Social CXO | An Executive's Guide to Social Business
A lot of executives struggle with social business, because it doesn’t follow simple, regular business patterns. There’s no obvious strategy, process or ROI. A tweet or a blog post just can’t compete...
View ArticleThe Dawning Age of Mass Collaboration
Mass collaboration is the future of competitive advantage in business. See Gartner’s infographic on the evolution of business. Social media platforms such as Facebook and Twitter may be all the rage...
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5 Steps to Making a Sale Through Social Media
An integral part of the sales process is getting to know your prospects and establishing relationships—and it turns out that social media can help you accomplish this quickly and easily. Follow these...
View ArticleUpcoming Webcasts: Solution Selling® 2.0 and Social Media
Webcast: Introducing Solution Selling 2.0, Adapting Sales to the New Buyer Paradigm: Is Your Salesforce Keeping Pace?
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The Impact of Changing Buying Processes on Sales & Marketing Alignment
Now more than ever, sales & marketing have to be in lock-step alignment at every stage of the buying process – because the buyer has so many options for how to engage with your company – and it’s...
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Micro-Marketer: Clever Buzz Word or Real Sales Role?
One of the most important roles for sellers today is that of the “micro-marketer.” Sales people who want to be perceived as experts will master micro-marketing.
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