…and it’s not because of COVID-19. Very few businesses have escaped the collateral impact of Coronavirus and sales fronts are reflecting that. Business survival currently means adjusting value propositions, restructuring teams, investing in critical tech, overhauling processes, and rolling out lighter commercial models. These are war-time revenue lines and when sales confidence does return –…

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Reaching out to your prospects can be pretty tricky. It’s hard to make yourself heard through all of the noise. Similarly, it’s expected that the average number of sent and received business emails per person a day is 121, which means that people are swamped with emails. Needless to say, salespeople have a really hard…

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Consumers have power in this customer-led economy. In the last decade, after the 2008 financial crisis and with the rise of digital communications, we’ve seen a massive shift in how businesses try to position themselves to potential customers. Is your business prepared to embrace that shift? Rising Expectations in the Face of Increasing Options In…

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Research from Challengerinc says that 57% of the a customers’ purchase decision is made before they even talks to a supplier or salesperson. Online research, aggregate sites and social media platforms now influence buyer decisions as customers attempt to get a 360 degree impression of a supplier before engaging with them. So how do you…

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Over 60% of the world’s leading CEOs believe that the use of artificial intelligence will have a bigger impact on their companies than the arrival of the internet. You even have the likes of Marc Benioff, Salesforce CEO, suggesting that access to AI will become the next “human right”. Benioff believes that the sheer advantages…

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The conversations we’re having around converting prospects into customers has to change. If businesses are buying differently, then selling to them has to reflect that. Behind every sales decision there’s an individual – or group of individuals – so even though it’s b2b you’re still selling to a person with a need. Secondly, every prospect can…

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Let’s face it, sales reps hate using CRM. On a day to day basis, you’re too busy calling prospects, mining leads and booking meetings to even remember to log into Salesforce. As a sales rep, there’s absolutely nothing more frustrating than having to spend time manually logging emails and calls. Why? Because it’s a tedious…

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The Problem There are 2 accounts listed below, but the Grand Total is 4. How do I summarize the number of unique account records? Go to App Setup (you’ll need to be an admin) and select Accounts and then Fields: Click ‘New’ under Account Custom Fields section: Select Data Type as ‘Formula’ and click Next:…

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