Eduardo Alonso

The modern Formula 1 car is an elegant piece of engineering: A complex machine capable of racing at over 200 MPH at ease. But the car is also an intelligent and connected data system.

Multiple sensors across the car and driver are constantly monitoring and transmitting information, measuring lap times, tire and brake temperatures, airflow, and engine performance. Back in the days, the success or failure in a race was solely down to the split- second decisions the driver made on the track. Today, data dictates how F1 cars are built and driven.

Similarly to racing, data analysis has permeated sales as well. In this article, we’re going through the steps you need to take to build a trusted data foundation that powers your CRM and enables you to make data-driven decisions in every customer interaction.

Armed with the right tools, any sales representative can sell a product worldwide effectively regardless of travel capability. Likewise, technology allows companies to keep employees connected and manage work-from-home teams. Face to face meetings and a firm handshake are no longer a requirement to close six-figure deals.

In this article, we'll take a closer look at ten must-have tools to do remote sales effectively.

Real-time sales is not just about speed. It’s about real conversations, too. We’re often asked, what do you mean when you talk about real-time sales? In this blog, we describe our methodology for selling, a strategy based on changing data that’s as fresh as possible.

A crucial part of a live performance happens behind the scenes. The word of the stage manager, the sound crew, the costume designer, and many other roles shape what happens on stage and bring writing to life. In a sales organization, there’s a set of activities that occurs behind the curtain to help sales organization run effectively, efficiently, and in support of business strategies and objectives. Without sales operations, the show would certainly not go on!

The secret of successful sales and marketing alignment is simply constant, effective communication. But this can't happen when both teams speak different languages. That's why we thought we'd take a moment to go back to basics and rounded up this complete glossary of sales and marketing terms.

This practical sales glossary is also meant for any sales managers who are on-boarding new reps. It will help newbies get immersed in B2B sales jargon in no time.

S is for superhero. And, S is for smarketing. The alignment of sales and marketing teams around common goals is a talent of a more earthly nature than spider-like abilities, and yet, it has the potential of radically transforming the way B2B organizations market and sell their products. The best of it? You don't need to be born on the planet Krypton to unleash its potential. In this blog, we cover five practical ways of running a smarketing program that works.

It quickly became a canonical sequence in film history. In it, Mel Gibson, on a horse and with his face painted blue for battle, delivers a heartfelt, motivational speech before sending his troops into a fight for freedom. It’s a powerful scene, and one that teams of any size and field can relate to.

Every so often, a team needs some inspirational words to boost morale, build trust and rapport, and get everyone re-invigorated to hit their goals. In other words, everybody can use a movie speech from time to time. That’s why sales kickoff meetings exist.

Sell. More. Faster. That’s the ultimate goal of any sales organization. In practice, this means round-the-clock pressure for salespeople to hit their quota, close more deals, and increase revenue. Salespeople are no strangers to stress.

But if stress starts to escalate out of control, and sales targets seem as challenging as climbing an eight-thousander without supplemental oxygen, you need to re-examine your sales process and figure out the stages you can tweak to boost productivity.

A common cause of death among salespeople and marketing professionals is death by quicksand. Figuratively speaking, of course. And by quicksand, I mean being buried by an ever-growing, uncontrollable, gigantic pile of irrelevant, erroneous and outdated customer data. To dig yourself out of trouble before it’s too late, you want to make data cleaning (aka data cleansing) a habit that sticks.

It’s just selling, isn’t it? I’m sure you’ve heard this question a few times after you’ve mentioned you work in business to business sales. Such an assumption makes your eyes roll because business-to-business sales, more commonly known as B2B sales, is a tough field in which salespeople face demanding professional buyers and overzealous decision‑makers.

Yes, business to business sales is just that, sales from one business entity to another, and therefore, requires persuasive communication and strong negotiation skills. However, mastering business-to-business sales is much more than just selling. Due to the complex scope and scale of the business-to-business model, salespeople must achieve a thorough understanding of a prospect’s needs, so they can adopt a consultative role.

Because the way people buy has changed, this is the right moment to review what makes business-to-business selling different, and how technology is changing this way of doing sales.