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Account Manager vs Account Executive

By Christine Gomolka on September 1, 2020 | Account Management, Sales, Versus

Account managers (AM) and account executives (AE) are both an important part of an effective sales strategy. Simply put, AEs bring in new business and are often referred to as “hunters,” while AMs take care of existing business by “farming” the existing client for retention and additional opportunities. Both roles fall into the sales function…

The Ultimate Guide to Understanding the CRM Process

By Lisa McGreevy on September 1, 2020 | Account Management, Sales, What is

The CRM process consists of activities that grow relationships with existing customers or new prospects. CRM means nurturing and expanding customer relationships while moving prospects through the sales pipeline. CRM is a process that takes place internally within your company but directly impacts the experience of the customer. Ensure the success of your customer relationships…

Visual Voicemail: What It Is & How to Use It

By Robert Watts on August 28, 2020 | Sales, Sales Tools, What is

Visual voicemail is the capability to read a transcript of your voice messages, which is handy for anybody who wants to save time by scanning missed messages for critical information instead of listening to the full-length recording. This ability can be helpful for companies and businesses, but also for everyday use as well. How Visual…

Free Sales Tracking Software

By Christine Gomolka on August 28, 2020 | Buyer's Guide, Sales, Sales Management

Whether you’re working on 10 deals at once or starting a business, sales tracking software helps you stay on top of sales numbers. If you’re still using spreadsheets to manage customers, it may be time to modernize sales operations. We’ve identified a number of free versions and trials of sales tracking software that can help…

How to Increase CRM Adoption by Your Team

By Lisa McGreevy on August 27, 2020 | How To, Sales

Implementing a customer relationship management (CRM) tool for your business can be both exciting and challenging. While a new CRM has the potential to better manage growth and accelerate workflows, adopting new software often requires team members to learn new procedures that can upset established daily routines. In fact, according to CIO Insights, a mere…

9 Great Tips for Training a High-Performing Sales Team

By Jess Pingrey on August 26, 2020 | Sales, Ultimate Guide

9 Great Tips for Training a High-Performing Sales Team - High performance sales

Sales managers and CEOs are ultimately responsible for the success of their sales teams. Getting quality talent in place is one thing, but making sure your sales training methods give your team the tools, resources, and knowledge to effectively prospect leads and close sales is critical to building a successful sales business. 1. Create a…

Business Networking: What Is It & Tips for Success

By Blake Stockton on August 26, 2020 | Sales, Sales Process, What is

Business networking is the act of forming relationships to improve your company—from finding clients to discovering new suppliers to meeting government officials. The key word is “relationships.” Think of networking as a passive way to form relationships slowly, not as an aggressive way to hunt for new customers. Why Should You Do Local Business Networking?…

CRM Integration: The Ultimate Guide

By Lisa McGreevy on August 26, 2020 | Sales, Sales Tools, Ultimate Guide

CRM software comes with built-in features like contact management and reporting. However, many companies still prefer to use additional specialized tools for managing processes like accounting and marketing automation. CRM integrations connect your database with these third-party applications, making it more powerful and effective by streamlining tasks and eliminating the need to toggle back and…

6 Best Video Conferencing Software

By Robert Watts on August 26, 2020 | Buyer's Guide, Sales, Sales Tools

Video conferencing software has become more important than ever in today’s world, for both personal and for business purposes. It’s ideal for people to stay in contact with loved ones through video chatting, but it’s also the perfect solution for businesses with remote workers. We looked at six of the top names in video conferencing…

6 Best Softphone Apps

By Robert Watts on August 25, 2020 | Sales, Sales Tools, Tip List

A softphone is software that gives users the ability to make calls, send texts, and check voicemail on a computer or mobile device via an app. These software-based phones are connected to voice-over-internet-protocol (VoIP) services that transmit calls as data over the internet instead of relying on copper wires. We looked at the best softphone…

Hosted PBX vs SIP Trunking: Which Is Better for Small Business?

By Robert Watts on August 24, 2020 | Sales, Sales Tools, Versus

Hosted PBX vs. SIP Trunking VoIP Phone Service

A hosted private branch exchange (PBX) and session initiation protocol (SIP) trunking are two underlying technologies that make voice-over-internet-protocol (VoIP) communication possible. A hosted PBX is a top-to-bottom phone service that is handled in the cloud by a third party. SIP trunking, on the other hand, requires you to host and maintain equipment in your…

CRM Analytics: Definition & Proven Benefits

By Lisa McGreevy on August 24, 2020 | Sales, Sales Tools, What is

Customer relationship management (CRM) analytics offer insights into areas like sales performance and customer service to show how a business is performing. Most CRMs offer automated analytics tools that helpfully aggregate data into meaningful reports instead of trying to sort through spreadsheets of cumulative data. Benefits of CRM Analytics Tracking The customer interaction data produced…

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