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4 Ways Marketing Tools Can Help Sales Reps Better Connect to Customers

4 Ways Marketing Tools Can Help Sales Reps Better Connect to Customers

The strict divide between sales and marketing is disintegrating. The sales process has become more fluid as leads move back and forth during the sales cycle, giving teams in both departments one more reason to start working more closely together. Today, sales reps have just as much responsibility as marketers... Read More»

Earth Day 2014: How to Get Your Employees to Make a Difference

Earth Day 2014: How to Get Your Employees to Make a Difference

How did your company celebrate Earth Day 2014? At salesforce.com, we're committed to environmental responsibility year round and we love to spend April 22nd, and beyond, giving back. The great news is, no matter what the size of your organization, every employee, in every department, can make a difference, contribute... Read More»

10 Surprising Ways CRM Can Help (And Can't Help) Your Business

10 Surprising Ways CRM Can Help (And Can't Help) Your Business

There is general agreement that CRM is a game-changing tool that can help businesses scale faster and work smarter. Yet, despite this step forward, there is a tendency for companies to see CRM systems as a cure-all, and then experience disappointment deeper into implementation. This happens in large part due... Read More»

16 Traits of Good Sales Reps and Bad Sales Reps

16 Traits of Good Sales Reps and Bad Sales Reps

Your company likely has training documents for sales reps to learn about your products and your sales processes. But have you put together anything that explains what makes a good sales rep and what makes a bad sales rep? Have you truly set expectations beyond daily, monthly, quarterly and yearly... Read More»

4 Ways Managers Can Better Empower Their Sales Team

4 Ways Managers Can Better Empower Their Sales Team

It’s more important than ever for business leaders of today to empower their employees. Setting them up for success is all about allowing for collaboration and engagement, and abandoning the “command-and-control” management style of old. This idea is the focus of Dan Pontefract’s title, Flat Army: Creating a Connected and... Read More»

LinkedIn Selling for Small Business Owners

LinkedIn Selling for Small Business Owners

Last year, I presented at a gathering of 50 small business owners and leaders. Most were younger than me. When I asked them about social selling, such as how many had LinkedIn profiles, less than a third did. When I asked how many of those had been on LinkedIn in... Read More»

9 Top Priorities For B2B Sales Leaders

9 Top Priorities For B2B Sales Leaders

Clearly, priority number one for the VP of Sales or Chief Revenue Officer is to make the number. As we move along in 2014, how are you doing on that goal? To meet and exceed your goals, you need a plan that will get you there, and a focus on... Read More»

Don’t Sell The Way You Buy

Don’t Sell The Way You Buy

Empathy in sales is great. Except when you take it too far and assume your prospects approach buying decisions the same way you do. I was concluding a training session that I was delivering in Florida for a national association. As I brought the program to its natural conclusion, I... Read More»

Why Twitter Lists Should Be Your #1 Resource for Social Selling

Why Twitter Lists Should Be Your #1 Resource for Social Selling

Twitter Lists are arguably the most underutilized feature on Twitter. When it comes to social selling, they are unquestionably a tremendous asset that too few marketers and salesmen leverage. For starters, a Twitter List allows you to organize a specific subset of prospects and subsequently follow their tweet activity, just... Read More»

5 Best Practices for Increasing Sales with Live Chat Software

5 Best Practices for Increasing Sales with Live Chat Software

There are hundreds of live chat programs on the market – each one claiming that they’re the easiest, most affordable, and most-used services on the web. But what does that mean for your customers? As a business owner, you need to be able to translate live chat conversations into measurable... Read More»