Did you know that February 10 marks the 18th anniversary of a computer beating a world chess champion? In 1996, IBM’s Deep Blue, a computer capable of 200 million moves per second, won the first of a six-game regulation match. Ultimately, Garry Kasparov won the match with three wins and two ties. However, in 1997 …
Leads are the lifeblood of the sales pipeline; therefore, it’s important to make sure your lead management software is the right one for your team. Did you know that “only 25% of leads are legitimate and should advance to sales”? (Source: HubSpot). This raises the question of how your team’s next lead is generated and passed …
Lead Management: List-Based vs Queue-Based Platforms Read More »
We are one month into 2014 and some of you may be wondering what this new year holds for sales. We’ve put together an infographic to identify some of the trends we expect to see in B2B sales during 2014. VanillaSoft is committed to helping you improve your lead management process in 2014!
Lead management software is an excellent tool for improving your inside sales team’s efficiency and productivity. However, “tool” is the operative word in that prior statement. Too often CRM and lead management software integrations fail to meet expectations because buyers forget that the software is merely the means to an end. Here is another example …
If you are my age or younger, you weren’t alive when The Beatles were in their heyday, but you’ve still probably heard these lyrics from one of their hits: “love is all you need.” Really? Don’t get me wrong – love carries you through a lot of adversities and brings joy to your existence. However, …
You may be under the impression that a company and its departmental stakeholders all have a set of shared goals with increasing sales as the primary aim. In theory, this may be true. However, in reality, it can be a little more complex. After all, what is a company? It is an organization made up …
Are Internal Conflicts Stifling Your Sales Productivity? Read More »
Happy New Year! Can you believe it’s already 2014? By now you have shaken off all the New Year’s Eve confetti. You are ready to focus on your new annual sales plan, but are you ready for 2014’s sales challenges? Here’s a look at three areas to address in 2014, and our recommendations for rising …
Most business leaders are familiar with the famous quote from management thought leader, Peter Drucker: “What gets measured gets managed.” This is absolutely true – and a software industry segment was born around this idea. Business managers are thirsty for information and statistics from accounting to HR to sales. We are measuring so much data that …
Looking back through our posts from 2013, the “Lost Leads” infographic published in April caught my eye. As we noted on that infographic, 50% of consumers respond to the company that follows up with them first. This, coupled with a recent discussion on LinkedIn about B2B buyer behavior becoming more like B2C selling, reinforces how crucial timely follow up is, regardless of industry or target market.
Here’s the next in our month-long series on entrepreneurs and sales legends in honor of National Entrepreneurship Month . . . . If you are of a certain age, you probably recognize Colonel Sanders as the man behind Kentucky Fried Chicken, now known as KFC. If you are a “spring chicken”, here’s a hint about …
From Failure to Fame: Harland Sanders, the Entrepreneur Read More »
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