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Sales Enablement

The Benefits of Using Native Salesforce Applications

Salesforce is a pioneer in the technology sector, they’ve created one of the most comprehensive yet intuitive CRMs to date. Whether you have 20 or 20 thousand employees, there’s a genuine chance you’re using Salesforce as your CRM. On top of being a world-class CRM, Salesforce also has an expansive app marketplace, where thousands of…

Account Planning

How to Hit Quota with Opportunity Management

Opportunity management – a term thrown around by sales and operations professionals with vastly different meanings depending on the company. Sales teams have a lot to juggle when it comes to managing their pipeline. How do you ensure your reps are building support within the account and getting wide enough to ensure a higher level…

Relationship Mapping

5 Features of an Effective Relationship Mapping Tool

Recent studies show that 85% of businesses attribute an increase in growth to key account management and relationship mapping efforts. If you’re looking to improve your company’s bottom line, a good place to start is by investing in a quality relationship map tool. This checklist will help you make the best possible purchasing decision for…

Account Planning

Keys to Retain and Expand Your Top Accounts in 2023

Even though it’s probably the last thing any seller or sales leader wants to think about right now, the end of 2022 is rapidly approaching. The next few months will determine if quotas are hit and if enough pipeline is generated to ensure a strong beginning of the year. With a recession looming over the…

Account Planning

How to Better Align Sellers and Leadership

Alignment Plays Into Success   As a seller, your ultimate goal every month or quarter is to hit your quota. When that happens, not only does your team benefit but typically so do you and your family through commission and accelerators. The same can be said about sales leaders, where you don’t typically have quotas…

Account Planning

Improving Forecasting Accuracy Using Salesforce

Leaders often have trouble accurately “nailing” their forecasting on a monthly or quarterly basis because there’s no true standardized way to forecast. It’s trusting your sellers and understanding the structure of your most lucrative in-play deals. Past that, there’s not much more you can do to forecast accurately. Or is there? No process is perfect,…

Account Planning

3 Tips for Account Planning in Salesforce

The Myth of Account Planning Most people relate account planning to something like a quarterly business review (QBR), where sellers and leaders will give an in-depth presentation on the state of their top accounts. It’s typically very comprehensive and requires heavy lifting on the end of the account owner (whether that be an Account Executive…

Relationship Mapping

How to Measure the ROI of Relationship Mapping

Documenting and mapping out key stakeholders is a critical part of your sales process. It enables alignment between cross-functional teams, allowing them to better strategize on maximizing the impact of the account on your business. But oftentimes, higher-ups ask us, “What’s the ROI of building out these relationship maps?” That’s a fair question, and we’re…