The Latest

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…

Account-Based Selling

Boosting CRM Adoption for Manufacturing Sales Teams

Manufacturing sales reps and sales leaders build their business and pipeline through relationships, historically. Documenting the critical information of who you engage with typically lives in business cards, spreadsheets, sticky notes, or whiteboards. But what about your CRM? Humans are adverse to change, and driving CRM Adoption for Manufacturing Sales Teams is no different. However,…

Relationship Mapping

How Relationship Mapping Can Drive GTM and Growth Strategy

Relationship Mapping is often thought of as a sales-driven activity. You put the key decision-makers you’re going to engage into a slide deck or a spreadsheet and consider that the end of your mapping. This “map” rarely comes back to mind. You often leave that effort, data, and knowledge at the bottom of your Google…

Account Planning

How Slack Changes Account Planning

When Samuel B. Morse sent his first message over the new-fangled telegraph on the auspicious day of May 24, 1844, it must’ve seemed like magic. That first message – “What hath God wrought!” – would open the door to a revolution in communication. That same revolution is still going strong. It continues in today’s apps,…

Account Planning

3 Ways to Grow Your Existing Accounts Today

One of the greatest, history-changing advancements in civilization – really, the advancement that made civilization possible – was when hunter-gatherers started settling down and growing crops. Instead of always hunting down or scrounging for that next meal, they could get bountiful harvests from their farms. Thousands of years later, sales reps with a constant eye…

Account Planning

Account Planning Tips to Help You Beat 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 from a tyrannical king in a powdered wig, but it can feel like…

Account Planning

Prolifiq Launches Crush-for-Slack Connector Powered by Centro

Partnership enhances the rollout of account planning and bringing strategic account execution to life with seamless collaboration through Slack and Salesforce Beaverton, OR, January 6th, 2022    Prolifiq Software Inc., a leader in sales enablement and revenue optimization technology, has partnered with Centro to enhance how account planning is executed through Slack, Prolifiq CRUSH and…

Sales Enablement

Sales Leaders: How to Keep Your Top Reps in 2022

If there’s one thing 2021 taught us about the job market, it’s this: Things move quickly, and companies that aren’t ready are getting left behind. This year is shaping up to be even more of the same. Right out of the gate, it’s going to be harder and more expensive to retain top sales reps,…