-FRANK TARKENTON
While the usefulness of automation technology has become relatively well-established for those on the marketing side, many neglect the potential it also holds for sales. Automation and other sales enablement tools can help your sales team find new business, communicate quicker and smarter with prospects, and increase their conversion rates throughout the sales process. This use of automation and technology is a critical part of any sales enablement initiative. Plus, when your marketing automation platform works alongside your CRM and sales enablement tools, or they can all be integrated, the potential increases drastically. >>> READ MORE
The average sales development representative performs almost 100 activities per day in an effort to engage prospective customers — including outreach via social media, phone calls, voicemails, and emails. However, only 24% of sales emails are ever opened. It also takes an average of 18 sales calls to connect with a potential buyer. These aren't very promising numbers. Working in sales is challenging. But this sort of challenge only served to fuel our team at HubSpot. They decided to tweak their prospect outreach strategy and try something a little different: Video. >>> READ MORE
Why does culture matter so much? Because, as we said in our very first column here at Forbes.com, culture is to a group as personality or character is to a person. Without it, you’d be dull and insubstantial. With a strong and positive culture, you can attract and retain the right team members and customers. >>> READ MORE
This Week on The Center For Sales Strategy's Blog: