Over the last 20 years, we have witnessed a technological revolution known as CRM. With few limits, we now have the ability to generate extremely detailed reports that allow us to see both the activities of our sales reps and the outcomes they create.
The amount of information that we have to...
Join Rebecca Wetteman
from Nucleus Research and Brian Macht from FINCAD live on 9/19 for Meet the Secret Sales Superhero: How Quality Customer Data Empowers
Your Team to Win.
The B2B sales landscape is highly competitive and we’re all
looking for an edge to get the upper hand in finding...
If practice makes perfect, then planning must make easy – or at least
easier. Donal Daly breaks down the
importance of account planning in his new bestseller, Account Planning in Salesforce.
Luckily for us, Donal Daly will be joining our Salesforce team for a
When account planning at Salesforce
we work to balance the territories among our sales representatives. This way we cover all the gaps,
maintain a high morale, and ultimately drive more wins.
Cover the gaps – to help develop
Our balancing act starts with...
To get more tips and best pratices about segnmentation and territory planning, read our 7 Tips for Account Planning Ebook.
Segmentation is an integral component to the territory planning process . When managers are drawing the lines, market segments are just as important as...
The handshake. Eye-contact. Phone calls. Data.com's "Prospect like the Pros webinar" has me thinking about how these traditional approaches to sales seem to be disappearing under a mountain of texts, emails, and tweets. The ease at which a "connection" can be made...