The role of the customer success manager has evolved tremendously in the past few years. The goal of satisfied, successful customers has remained the same, but the number of...
As a salesperson, you are no stranger to frameworks. From Value Selling to the Sandler System, dozens of sales methodologies promise to improve your prospect relationships,...
Salespeople have to be expert communicators. As Mark Hunter said, "It's not about having the right opportunities. It's about handling the opportunities right." In order to do...
Customer relationship management (CRM) software is designed to help companies keep track of their customer relationships, manage sales and marketing processes, and deliver...
At TechnologyAdvice, our in-house authors and industry contributors write a lot about how technology can help strengthen your internal and external operations. Whether it's...
Customer relationships are at the core of every industry. While we may have platform and service-oriented image of B2B commerce, even B2B companies wouldn't survive without...
You know something is big when it has a Wikipedia entry citing its first mention in published writing. Business intelligence (BI) has reached that level of importance. The...
I’m gonna go ahead and say it: you don’t need a cold calling script. The cold call itself is not going away anytime soon, but the script is obsolete, and it should stay...
Successful B2B sales teams come in all shapes and sizes, from startups where the CEO is also the head marketer and the sales department to enterprise sales teams that require...
When it comes to understanding your products, pricing, and customers, tracking sales data across all these variables can be the difference between success and failure. ...
As software-as-a-service (SaaS) companies scale, investors will want access to a variety of key metrics in order to fully understand organizational health. The importance of...
Sales intelligence — the ability to use data to inform key decisions, coaching opportunities, and prospect profiles — has fundamentally changed the profession. As data...
The data in your CRM is pure gold. ...
A 2012 study by Capgemini found that streamlining the quote to cash process was responsible for a 35 percent reduction in wrong or duplicate orders, and a 15 percent increase...
Despite calls to the contrary, outbound sales is far from dead. Inbound sales might be "easier," but it won’t always bring you the right kind of customer or enoughÂ...
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