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Sales Acceleration: It’s Not a Matter of If, It’s When

Digital information technology and the Internet have dramatically altered the landscape of the sales industry, changing the relationship between buyers and sellers. Buyers are much more in control of the purchase process, researching independently, more informed and more demanding – shifting the industry toward inbound marketing and sales from traditional outbound sales models and creating […]

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The Importance of Local Presence in B2B Sales

Most people dislike making cold calls. However, sales organizations constantly need to bring in new prospects in order to bring in new business. As the name indicates, sales acceleration technologies are tools to accelerate or speed up the sales cycle. These tools can dramatically change the cold calling process in outbound business-to-business sales. Even with […]

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Sales Trends 2016: 4th Quarter is the New 1st Quarter

The 4th quarter is always a busy time of year with the hubbub of the holidays, travel, parties and events. In the sales industry, it is also often a year-end push to meet quarterly or annual sales targets, frequently made even more difficult with prospects and customers themselves immersed in year-end activities. In today’s competitive, […]

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Sales Acceleration Software: Essential to Compete in 2016

In the past, the sales profession has often been referred to as an “art,” an intuitive discipline rather than a science. Over the last decade, the industry has changed radically with developing technologies and data science – a dramatic shift in the relationship of the buyer and seller; the rise of the empowered, well educated […]

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Achieve 4th Quarter Sales Goals – Be Efficient and Effective

As year-end approaches, sales teams often face impending 4th Quarter sales goals. Certain industries may have traditionally strong sales in the last annual quarter, while in others sales may be more difficult and fall off. Buyers may have budgeted funds that need to be spent before year-end, or on the other hand that are already […]

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Benefits of Outsourcing Appointment Setting

Appointment setting is crucial for sales organizations that rely on leads and a key element of their success. The sales cycle still involves suspects becoming prospects and prospects becoming leads. A critical step in the process of then converting those leads into actual customers is the sales appointment. The sale comes only after the sales […]

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The Power of Personalized Product Recommendations

Marketers clearly influence consumers by delivering relevant messages and content and making the shopping experiences more personal to them. This personalization enhances the buying experience for a prospective customer, and as a result can also accelerate sales, improve conversion rates and increase revenues. Amazon, the e-commerce retail giant, was a pioneer in these efforts, creating […]

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Predictive Analytics – Predicting and Influencing Behavior

Marketers and businesses are always looking to better understand their customers and potential customers, seeking to know what influences the purchase decision, and what actions or encouragements will accelerate sales. Organizations have looked more and more to data science to gain valuable information including insights into customer behavior from the growing volumes and types of […]

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Sales Force Automation – Improve Efficiency and Enhance Customer Experience

Sales force automation technologies have increased exponentially in recent years and businesses are implementing these software solutions at a rapid pace to enhance productivity, accelerate the sales cycle and improve revenue. As the name implies, sales force automation (SFA) is basically the process of maximizing the efficiency of the repeatable processes a sales person performs, […]

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Streaming Unstructured Data – Analytics in Real Time

The Big Data Explosion There is much current writing on the phenomena of big data with the explosion in data volumes and new and varied types of sources. Data analysis is vital to businesses today. It informs everything – cost analysis, inventory control, financial reporting, lead generation, customer profiles, sales acceleration and more. As economic […]