PROLIFIQ Industry Blog
How to Use Your CRM as a Sales Training Tool
In sales, there's often a gap between having technology and using technology to its potential. Businesses know they need to train their salespeople. They also know they need a customer relationship management (CRM) tool. But few know how to bridge the gap between...
Selling Fast and Furious This Summer: Prolifiq’s Post-Release Update
Based on how hot it is outside right now, summer is definitely here - but it’s not the only thing heating up. We recently launched our Summer ‘21 Updates, one of three that we do each year to ensure a seamless experience for our Salesforce customers. These updates...
3 Account-Based Selling Strategies Every Sales Team Should Implement
Lou Holtz, the legendary, always-quotable, football coach, once said, “On this team, we're all united in a common goal: to keep my job.” Joking aside, Holtz didn’t win championships and awards without the help of a team working as one, combining different talents and...
The 4 Biggest Reasons Why Key Account Management Is Critical
Bigger isn't always better; but in sales, it usually is. Every sales team wants bigger, more lucrative deals that help them retire quota faster and generate larger commission checks. But the larger the deal size, and the more lucrative the account, the more complex...
The Summer ‘21 Product Release Lets You Sell with Sizzle
Sales pros need to move fast. They need shorter sales cycles, more efficient processes, and shortcuts to key stakeholders. Every sales organization needs a customer relationship management (CRM) system that can fulfill these needs. At Prolifiq, we've built our...
4 Sales Enablement Technology Trends You Need to Adopt Right Now
As markets become more competitive and the sales cycle becomes more complex, the need for better weapons grows. Now that AI and automation have become mainstream, this arms race has given sales leaders more tools to improve sales effectiveness than ever before. ...
Pros and Cons of Account-Based Selling | Is It Right for You?
Michael Porter, a venerated professor at Harvard Business School, once wrote: “The essence of strategy is choosing what not to do.” In other words, just because you can do something doesn't mean you should. Knowing the difference can cause a sales department to sink...
How Sales and Marketing Alignment Can Boost Your Revenue
Sales and marketing need each other. Can you imagine peanut butter without jelly? Jordan without Pippen? Rhode without Island? Far too often, though, sales and marketing teams are at odds with each other. This kind of mindset is what keeps so many...
How COVID-19 Has Altered B2B Sales for the Better
The phrases "COVID-19" and "better" don't usually belong in the same sentence. A world-changing pandemic and improvement? The thought sounds nonsensical, and for most concepts, it is. But the world of B2B sales has actually improved as a result of the pandemic and the...
Innovative Account Planning Strategies to Help You Beat Your Competition
Ever hear the saying, "Fail to plan, plan to fail?" It's paraphrased from Benjamin Franklin, who, among other things, helped put together the strategy that led the colonials to victory in the American Revolution. B2B selling isn't fighting a war of liberation...
What the Data Says About B2B Account Planning
Have you ever seen a heist movie? Heist movies are about stealing stuff, of course, but they're really about the complex web of interactions that humans weave when conspiring to accomplish feats of great ambition (in this case, stealing stuff). The best ones -...
5 Reasons You Should Be Relationship Mapping
Imagine you're a spy - say, James Bond - and you're tasked with finding Goldfinger, who has once again seized control of the world's gold supply because, well, it's in his name. How would you do it? The apex, or most thrilling scene at the end of a spy movie is...
How to Find Key Decision-Makers Inside Your Target Accounts Using Salesforce
In The Godfather, there's a famous scene where a father seeking justice for his daughter comes to Don Corleone, the awe-inspiring Mafia patriarch, asking for a favor - and doing so on the Don's daughter's wedding day. His favor is granted, because in the movie, a...
3 Strategies to Help You Identify Upsell Opportunities Using Salesforce
Sales are all about big numbers - the bigger the better. But one number you don't want to see climb and grow is your customer acquisition cost (CAC). It's no secret that getting a new customer is much harder and more expensive than selling to a current customer. Each...
How to Close Deals Faster Using an Account Planning Strategy
The most lucrative opportunities tend to come from major accounts - companies that have the highest amount of potential value. Yet, these deals tend to take longer than average. If you want to maximize sales revenue, you need to put a method to the madness. Create a...
5 Ways to Increase Salesforce Adoption for Your Sales Team
Salesforce is the world's leading CRM for sales teams who need the power of a comprehensive platform. But as with any product, even Salesforce can't help a team that doesn't use it. In other words, low adoption rates among users can turn an effective tool into a...
How Relationship Mapping Can Help You Speed Up Your Sales Cycle
If we had to pick one metric that best tells the story of how healthy your sales process is, we'd pick sales velocity. Put simply, it is the speed at which sales cycles move from making initial contact to developing an opportunity to closing the deal. Why does sales...
The Secret Weapon You Need to Scale Existing Enterprise Accounts
Landing a major enterprise account is a terrific achievement. And not just because of how complex the sales process is, but also because of how much opportunity enterprise accounts have for growth. Scaling an enterprise account is one of the best ways for a sales team...
5 Ways Top B2B Sales Teams Identify Decision Makers Inside Key Accounts Using Salesforce
Ever hear, "It's not about what you know - it's who you know"? When selling into key accounts tied to large opportunities, that saying carries a lot of truth - relationships are everything. The faster you can reach and influence decision makers or key...
What It Really Means to Be “Native” on Salesforce (and Why It Matters)
Salesforce is the industry-leading platform for sales and customer relationship management. There are almost too many reasons to list why Salesforce is awesome (besides increasing sales win rate by 26% and sales revenue by 28%, according to a Salesforce customer...
Q&A with VK: Creative Strategies for Selling into the C-Suite
Last month, Prolifiq CEO Vrahram Kadkhodaian (aka VK) joined John Barrows, CEO of JB Sales, to discuss creative ways to sell into the C-Suite in 2021. At the end of the webinar, there were a few unanswered questions left behind. We've compiled them here along with...
Spring ‘21 Release Brings an End to Winter for Customers
Six more weeks of winter may have been predicted, but Spring has come early for Prolifiq customers with the arrival of the Spring ‘21 Release! New features and enhancements are now available for Prolifiq CRUSH, Prolifiq RELATIONSHIP MAP, and Prolifiq ACE on the...
13 Horrors of QBRs (and How to Avoid Them)
Quarterly business reviews can be the stuff of nightmares. Here are the 13 horrors of QBRs and how to avoid them. 1. Digging Your Own Grave... By spending countless hours creating a presentation from scratch. Instead, use a QBR template to get going faster. 2....
Breaking the Ice with Customers in the Winter ‘21 Release
PROLIFIQ announces their Winter ’21 Release which includes the launch of the PROLIFIQ SUCCESS COMMUNITY, as well as updates for the suite of native Salesforce sales enablement apps.
White Space in Business: 4 Things You Should Know
Don’t let the thought of analyzing the white space in a business overwhelm you. Understanding these 4 things will help you face it head-on.
Salesforce for Marketers: Benefits, Challenges, and Solutions
Marketers – don’t let the sales in Salesforce deter you. Explore the benefits, challenges, and solutions of Salesforce for marketers.
10 Types of Digital Sales Content Your Team Needs Right Now
Entire workforces are still working remotely, so empower your sales team with these 10 types of digital sales content right now.
Why Relationship Mapping: 5 Ways to Boost Your Selling Strategy
Need to give your selling strategy a boost? Check out these 5 reasons why relationship mapping can help you drive success.
Summer ‘20 Release: Ride the Wave of Engagement and Productivity
It’s summertime, and the living’s about to get easier with PROLIFIQ’s Summer ‘20 Release! Check out what’s new for our suite of native Salesforce apps.
Financial Services & Account Planning: 8 Reasons They’re A Dynamic Duo
The FinServ industry is a tough nut to crack, and the food puns don’t stop there with these 8 reasons financial services companies need key account management.
10 Ways Video Gaming Has Prepared You to Master Account Planning
Want to master account planning but are daunted by the thought? Believe it or not, playing video games has prepared you for this moment.
No Seasoned Rep Left Behind in the Era of Virtual Selling
Every salesperson counts in the era of virtual selling, especially veteran reps who bring years of experience. Are they prepared to sell to modern buyers?
4 Ways a Digital Content Management Tool Grows Customer Engagement
Now that entire companies are working virtually, a digital content management tool can help sales grow customer engagement these 4 ways.
PROLIFIQ Selected as COVID-19 Resource for Business on AppExchange
As strategies shift to a more virtual world, it can be difficult to drive collaboration, engage with customers, and enforce best-practices. Businesses have suddenly been challenged with keeping remote sales, marketing, and customer success teams productive and...
How to Continue to Drive Business While Working Virtually
Every day seems to bring a new challenge as sales teams adjust to working virtually. Keep in mind these five important ways to keep driving business.
The New Normal: Tips For Working Remotely
Adjusting to working remotely in the new normal? Us too. So we asked our employees their top tips for working remotely and wanted to share them with you.
PROLIFIQ Response to COVID-19
Together, we can partner to come out the other side of this pandemic and associated economic crisis stronger than ever and ready to thrive once again.
QBRs In the Wake of Coronavirus
Take a pulse check on your business during this unprecedented time. Here are tips for getting through your next QBR in the new normal.
Introducing PROLIFIQ RELATIONSHIP MAP – Native Salesforce Org Chart and Hierarchy Map
PROLIFIQ announces the launch of their new product, PROLIFIQ RELATIONSHIP MAP, a native Salesforce org chart and hierarchy map app.
Business is Blooming with the PROLIFIQ Suite Spring ‘20 Release
The PROLIFIQ Spring ‘20 Release is packed with features to help sales, marketing, and customer success teams flourish more than ever before.
Relationship Mapping Guide
Relationship Mapping Definition Relationship mapping is the act of creating a way to visualize the social connections within a company to see how they affect sales deals. In other words, it brings a static org chart to life by highlighting relationships. Setting Goals...
7 Questions to Answer for Pro-Level QBR Metrics
Lists of QBR metrics to include in your internal business review are a good starting point, but they should be taken with a grain of salt. Why? Because the people who write them don’t understand your business - you do. Where you really need to begin is by answering a...
Why You Need Sales Enablement AND Salesforce
Unless you’ve been living under a rock, you’re probably well acquainted with sales enablement. This umbrella term is used to cover tools for every stage of the selling process. And companies are using it in every sense of the meaning to sell more effectively. You’ve...
5 Must-See Quarterly Business Review Stats From Our New Report
From PROLIFIQ’s new State of QBRs Report, here are 5 must-see quarterly business review stats to answer your quarterly business review questions.
Why Sales Content Management Matters
Sales content management can have a huge impact on your sales team’s success. Here are four reasons sales content management matters for your company.
Naughty or Nice? QBR Checklist
Use this QBR checklist to make sure you’re prepared for your next quarterly business review. Don’t forget to check it twice!
The 5 Best Actionable Tips You Need to Improve Salesforce User Adoption
Turn metrics around and increase Salesforce user adoption at your company so you can prove the value of your investment with these 5 tips.
5 Things to Do the Night Before Dreamforce
Before you hit the hay on Dreamforce Eve, make sure you’ve checked this list twice! Here are 5 things to do the night before Dreamforce so you can survive.
How to Pack for Your Dreamforce Survival
Dreamforce is around the corner so make sure you pack like a pro. Here are things to pack to survive the week and what to bring for day to day onsite.
Get 20/20 Visualization of Account Insights and Content Recommendations with the PROLIFIQ Winter ‘20 Release
PROLIFIQ’s Winter ’20 release for PROLIFIQ CRUSH and PROLIFIQ ACE includes enhancements to relationship map and the new Content Adviser.
3 Ways To Prep for Your Dreamforce Survival Now, So You Can Enjoy the Ride Later
Dreamforce is ike an amusement park for business people who love technology. So make sure to do these 3 things before you go so you’re ready for the fun.
Your Top 3 Internal Quarterly Business Review Questions Answered
Internal quarterly business reviews are essential to your sales team’s success. We answer your top questions so you can maximize the value of your next QBR.
PROLIFIQ Named Among Top 25 Salesforce Solution Providers
PROLIFIQ has been named among CIO Applications’ Top 25 Salesforce Solution Providers for creating simple technology that solves complex problems.
Summer Scoop: Is Sales Enablement Cooling Off?
Get the scoop on sales enablement based on data from a recent survey of Salesforce users. Sales enablement has been a hot topic, but is it cooling off?
Make a Splash with PROLIFIQ’s Summer ‘19 Release
PROLIFIQ’s Summer ’19 product release for PROLIFIQ CRUSH and PROLIFIQ ACE includes features to enrich hierarchy charts and integrate deeper with Salesforce.
3 Steps to Creating an Awesome Digital Content Library Your Sales Team Will Actually Use
With up to 80% of the content marketing generates going unused, use these steps to create a digital content library your sales team will actually use.