Jillian Ilao

Insightly is one of our recommended customer relationship management (CRM) tools for real estate, startups, and sales operations teams. In our Insightly review, we scored the platform high in pricing, general features, and ease of use. We scored it lower for specialized features due to its lack of lead scoring capabilities and that its automation…

Lead generation involves trial, error, and testing to see what works best for your unique business. That’s why following a particular process on how to generate leads in sales is crucial. It ensures you cover all your bases and measure the effectiveness of your activities. In this article, we explore the steps to generate sales…

A sales goal tracker helps business owners monitor the progress and performance of their sales activities, reps, and teams—giving them a realistic overview of their overall business health status. Sales goal trackers aggregate data into dashboards showing key performance indicators (KPIs) and task lists. To help you find the right tool, we reviewed dozens of…

A sales funnel visualizes the stages of your sales process, showing the customer buying journey from awareness to purchase. The “funnel” shape reflects how if you add leads to the top of a funnel, the number decreases incrementally until only a small percentage that converts to customers reach the bottom of the funnel. In this…

Maximizing the use of customer relationship management (CRM) software is only possible when team members know how to use its various functionalities. It is crucial they understand how the use of the tool fits into their day-to-day business processes. In this guide, we share seven steps for CRM training involving planning, utilizing various resources, and…

Sales onboarding helps equip new sales reps with the knowledge and tools needed to be productive and engaged with your organization. Effective onboarding plans cover various topics, from company-wide policies and proper employee orientation to sales department-specific information. We’ll walk you through the eight components of an onboarding plan, so your new sales team members…

Although Airtable is not a traditional customer relationship management (CRM) system, it has similar data organization capabilities, allowing it to be used as a CRM. By gathering sales information, determining your sales process, and formatting your database properly, Airtable can be a cost-effective alternative to CRM software. Learn how you can customize Airtable for use…

Sales pipeline stages are the steps within a sales cycle that identify the internal activities needed to move a prospect from initial contact to buying your products or services. These include tasks like prospecting, lead qualification, and product delivery—all of which can be tracked using customer relationship management (CRM) software. There are nine common stages…

Getting quality talent in place is an excellent start, and utilizing ongoing sales training strategies gives your team the tools and resources to build a successful sales operation and helps ensure they fully understand their responsibilities. We identified the nine best practices for sales team training to help you foster a more collaborative environment, drive…

Sales management is the process of developing, monitoring, and cultivating the end-to-end operations of your entire selling process. The six key ways to do this is to effectively build and onboard your sales team, develop a sales plan, provide your team with resources, and monitor your sales and team’s overall performance. We’ll explore these key…

Companies of all sizes use lead generation to ensure they are regularly attracting new potential buyers into their sales funnel. In this article, you’ll learn more about what lead generation is, proven strategies for small businesses, and which software tools will keep your sales pipeline consistently full of opportunities. What Is Lead Generation? Generating leads…

Setting sales goals provides a roadmap for establishing measurable, achievable objectives needed to meet your revenue and growth goals. It entails determining your break-even point, identifying your desired profitability, and setting sales objectives. You should also incorporate target revenue into your sales goals and communicate them to your team. Learn how to set sales goals…