Every year millions of data entry errors find their way into Salesforce.com data. You wouldn’t be the first executive in history to look for a contact name and see a street. Or to discover that reps are duplicating (or triplicating) efforts as they contact Rich, Richie and Richard Smith.

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On most sales teams, innovation is a loaded word. It drives an expectation that the time lost to learn a new technology will take away from time used to sell. And that the innovation won’t pay off in results. Yet there’s one type of innovation that sales teams embrace. And the ROI is palpable.

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The sales manager crunches the numbers and surprise, surprise, surprise! Just about all the new business comes from cold calling. Not search. Not digital content. Not social media. So, the manager directs his team to spend more time on cold calling and sales drop like a rock from a cliff. 

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It happens. The rep taking the lead turns his head and a letter from the contact’s name land in a different editable field. The sales engineer gets the record, shrugs and makes a call. It’s kind of funny. Minnie Mouse herself might laugh.

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The hiring process for a sales rep isn't just an evaluation of the job seeker. As the person conducting the interview, you're also on the hot seat. The questions you ask and your ability to determine the true capabilities of the candidate will lead to one of three outcomes for your company: 1) The candidate is a great hire and contributes greatly to company success 2) The candidate is an...

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Ah, the sales discount. An age-old tool that sales teams have been using for eons to help drive client growth and revenues.For at least that long, sales reps have grappled with how to make discounts work for them. Discount too far, and you're hurting your company's bottom line. Don't bend far enough, and your competitors stand a chance of snatching your prospects out from under you.In an age...

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Measuring your ROI (return on investment) is at the core of the success of your business. But it’s also much easier said than done. Of course getting concrete numbers about the performance of your team's efforts will help to improve your business, but how do you go about acquiring and analyzing that information? The short answer: Use your CRM to full capacity. Salesforce can help you multiply...

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The Costs of Your CRM CRM software can help you track sales and benchmark trends so that you can analyze and be smarter about future sales. Doing so can help you cut down on costs in the office as a result of throwing away bad sales habits – which will, in turn, increase your ROI. But the actual costs of using a CRM can start to add up if you’re not being efficient with the way you use it.

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Your B2B Sales Funnel: 5 Ways to Create More Customers The goal of any B2B strategy is to generate more leads and more sales. The challenge? It's a buyer's market, and customers are growing more savvy every day. Revenue growth depends on a constant honing of your B2B sales strategy. Here are five proven tips to improve your B2B sales funnel.

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How to React to Lost Customers Customer churn can be devastating to your business. Despite this fact, however, you can still realize important value to your business from customers who are headed for a competitor. Here’s how: Consider an Immediate Response If an unhappy customer announces that they’re leaving, you may be able to take advantage of the service recovery paradox if you react...

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