Dan Gottlieb, Director Analyst at Gartner, reports that 70% of Chief Sales Officers (CSOs) are currently investing or considering investments in the Sales Development function to generate pipeline.For close to three-fourths of CSOs , improving pipeline creation is their top priority and most of them intend on leveraging Sales Development Representatives (SDRs) to achieve that
According to Gartner, 62.3% of Chief Sales Officers rate improving account management and account-based strategies as a top priority for 2022. For almost every company, existing customers represent a significant share of revenue. However, traditional approaches designed to retain existing customers do not necessarily translate into developing growth opportunities within the account base.The challenge of
When a client approaches us for assistance with a Salesforce implementation for Sales and Marketing, they usually face a common problem: what Salesforce products or features should we implement and how should we go about implementing them? The question usually stems from two realities: Different constituencies have virtually unlimited wants (and in many cases, conflicting) as to
We identified this list of symptoms directly attributable to our clients’ original Salesforce implementationWhat is a poor Salesforce implementation costing you — and why aren’t you correcting them immediately? 01. You lose opportunities and customers.Your company loses opportunities because your sales managers didn’t even know an opportunity existed, preventing them from offering effective coaching.You lose
The only purpose for a company to invest in a CRM is to grow. Period. This instantly solves the issue of what the CRM should be optimized to do and how to focus the Salesforce implementation. Since the core purpose of the CRM is to drive revenue growth, its primary function is to improve salespeople’s
