Why We Love Field Service Lightning
It’s been a little over a year since Salesforce added Field Service Lightning to its suite of services. Since the product became available last summer, we’ve been an early adopter, putting it to the test for our own organization. Here’s how Salesforce describes Field...
read moreHow to Write the Perfect Sales Email in 2017
Email prospecting has become standard practice for most salespeople. While sending a sales email is less intimidating than making a cold call, it can be harder to generate any kind of response, let alone a positive one; less than 24 per cent of sales emails actually...
read moreThe Sales Myths You Need to Stop Believing
Sales is one of the world's oldest professions. As such, it's laden with traditions, stereotypes, rituals and even myths. Sales myths — long-held beliefs about the right and wrong ways to sell — can be detrimental to your success as a salesperson. Here we review five...
read moreThe Soft Sales Skills That Every Successful Salesperson Needs
The best and most consistently successful salespeople don’t just have the power of persuasion, charisma, or an in-depth knowledge of the product they’re selling. They also possess a particular suite of soft sales skills that, combined, make them a hard-to-beat sales...
read moreHow to Stop Annoying Your Prospects
Salespeople need to accept that at some point or another, they will annoy their prospect. To some extent, this reaction is unavoidable. Sales jobs partly entail convincing someone to part ways with money; this, understandably, is irritating to many people. But what...
read moreHow to Motivate Your Sales Team
Sales jobs require more motivation than most. It can be a tough gig, with frequent rejection, steep competition, high pressure and disgruntled customers. Generous compensation will encourage salespeople, but money is only one part of the equation. Looking for new ways...
read more5 Questions You Should Ask During Every Sales Call
There’s a lot riding on each sales call you make. These conversations can, of course, make or break a deal, but they’re also key to shaping relationships and laying the groundwork for future interactions and partnerships. Most salespeople focus on what they’ll tell...
read moreHow to Learn From a Lost Sale
Losing a sale isn’t easy. Besides affecting profit projections, a lost sale can weaken team morale, cause tension in a client or prospect relationship and create feelings of uncertainty about the value of what you’re selling and how you’re selling. But a lost sale can...
read moreHow SalesforceIQ Inbox Can Boost Your Sales Team’s Success
There’s no shortage of apps and software that promise to boost productivity, improve organization and increase sales. But having so many ways to enhance efficiency and effectiveness can actually be counterproductive, creating dysfunction and disorganization amongst a...
read moreHow to Sell Salesforce to Marketing, Advertising and PR Agencies
Selling Salesforce to creative service companies — like advertising, public relations, and marketing agencies — is a unique challenge, much different than the struggles of selling to high-tech customers. A high-tech prospect knows why they need a CRM, but they may be...
read more