The Single Most Important Step of the Sales Process…Bar None!
The Probe step is probably the single most important step in the selling process and the one that’s done the poorest by many salespeople. If the point of selling is to provide a solution to your prospect’s problems or to help him make an informed buying decision, how...
Log a Call, New Task & New Event – Salesforce Activities Explained… At last!
There’s a section in Salesforce entirely reserved to keep track of what your sales team is doing. Conveniently enough, it’s known as Activities. Unfortunately, for many teams, it is widely under-utilized. Part of this, no doubt, stems from the reason that the proper...
Truth and Consequences for Non-Performing Salespeople
Make no mistake, sales management is tough. Your job is to get the most out of people, who themselves have a challenging job. There’s a reason top salespeople are paid well. They’re a rare breed and they perform well under difficult circumstances. And every sales...
So, you want to “learn Salesforce”. Great! Where do you start?
At Salesforce Training, we get a lot of requests from individuals who reach out to us with a very simple request – they want to learn Salesforce. It’s usually accompanied with a question about how much will it cost. We wrote this guide with a focus on steering you in...
Adapt Your Process to Salesforce? Or have Salesforce Adapt to you?
A common refrain long heard among many a sales organization – we don’t want to change our processes just to fit Salesforce. We should be able to do what we’ve always been doing – Salesforce should yield to us. So, is this the right approach? Well… yes. Sort of....
Salesforce Leads, Accounts, Contacts & Opportunities: How Does It All Work?
One of the most fundamental aspects of the Salesforce funnel is the correct assignment of a Lead, Account, Contact and Opportunity. It is also one of the most misunderstood features for most firms setting up Salesforce for the first time. While every firm will have...
Tracking one of the Most Important Sales Metrics in Salesforce
In our recent blog post www.salesforcetraining.com/benefits-of-salesforce-many-sales-teams-avoid/ - we explored the entire notion behind Leading Indicators, and why they are so critical if you want to properly manage your sales team. In the post right after that...
Take a Guess At Which Of The Key Benefits of Salesforce Many Sales Teams Avoid
This article examines the importance of Leading Indicators to your business. Next week, we look at how Salesforce can be configured to track them. Leading Indicators. One of the most critical metrics to running an effective sales team. For without them, you can’t...
Why Your Sales Team Resists Salesforce, and What To Do About It
CEOs, Presidents, VPs of Sales! This is for you. Have you made the smart move and invested in the world’s top CRM, Salesforce? Have you spent significant amounts of money with consulting firms getting it configured properly? Do you look at your quarterly Salesforce...
Why Training Alone Won’t Drive Salesforce Adoption
So, you’re rolling out Salesforce. Great! It’s an awesome tool and in today’s world of selling, having a CRM (any CRM) is an essential component for a successful business. Let’s take a look at your Salesforce Implementation plans. Source a trusted Salesforce...