by SmarkLabs | Jan 8, 2015 | Sales Enablement
We don’t have to tell you that the buying process has changed. You are out there experiencing it every day. Decision makers have unprecedented access to information about you, your company, your products or services, and your competitors. They are better equipped to navigate through the plethora of solutions to find what they want. And that means they are well-equipped to negotiate on costs.
What does that mean for your sales reps? How will your sales team continue to engage with prospects and convert them into customers? The answer: use inbound sales methods to leverage lead generation. (more…)
by SmarkLabs | Jan 7, 2015 | Sales Enablement
A Marketing quota? Yes. If you don’t already have one, it’s time to start thinking about how you will hold Marketing accountable for sales growth. The complex buying process has spawned a need for Sales and Marketing to work together to generate more leads and convert those leads into sales opportunities. Both sides support each other as they work towards measurable goals.
It’s a complicated concept for teams to grasp if they’ve never assigned Marketing a quota before. And your Marketing team may not be happy about it at first. But the profitability of your business is dependent on the ability of Sales and Marketing to work together. So get your teams on board with this process or get ready to jump ship. (more…)
by SmarkLabs | Jan 2, 2015 | Sales Enablement
It’s no big secret that sales and marketing walk a tight line between friend and foe. Traditionally, each has held separate roles with separate goals. That wasn’t effective then and it certainly isn’t now.
Sales and marketing are working towards a closer relationship than they have had in years due to the evolving buying process. Prospects are smarter and more risk adverse, and this has caused sales reps and marketers to work together to create smarter strategies that engage and nurture leads. (more…)
by SmarkLabs | Jan 1, 2015 | Sales Enablement
“If it’s not in your CRM, it doesn’t exist”.
How many times have you uttered these words to your sales reps? And how many times has your CRM continued to go underused, or unused altogether?
Don’t make the same mistakes in 2015. Make it your New Year’s Resolution this year to encourage the adoption of your CRM system among your sales reps. It’ll pay off in the long run with a more insightful and profitable sales process. If you fail on this resolution then you might be at risk for the following 3 consequences. (more…)
