3 Types of CRMs (and How to Use Them)

CRM Types Whether you’re in sales, marketing or customer service, a CRM is critical to the success of your business. It acts as the internal system of record and single point of truth for the company. Research by Salesforce shows that CRM applications can help increase sales by up to 29%, sales productivity by up…

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Open-Ended Sales Questions: The Remarkable Importance of Qualifying Leads

Open ended questions are essential for sales success. They allow reps to get inside the head of prospects and better understand their pain points. The right open-ended questions help ensure that reps are building rapport, uncovering pain points, establishing need, and clearly articulating the value of their offering. Below are 26 open-ended sales questions that…

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Accelerate the Sales Onboarding Process: 8 Field-Tested Steps

The success of your sales team depends on the strength of your reps. But finding the right reps (and retaining them) is easier said than done. Training Industry Magazine estimates that it takes an eye-watering 381 days to train a new sales rep to perform at the same level as a tenured sales rep.  And…

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25 Management Tools for Growing Field Sales Teams

Sales management is one of the most critical roles in a sales organization. Sales managers are tasked to manage the entire sales cycle, ensuring all tools, processes, and of course, people work in unison towards a common sales target. As deals move through the sales cycle, the manager acts as an air traffic controller with…

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4 Costly Limitations of Sales Territory Mapping in Google Maps

Is your team still mapping sales territories in Google Maps? Three in ten businesses are still assigning sales territories geographically because it’s “the way things are done.” But using Google Maps to plot and plan sales territories is an old school approach. The territories have to be created manually, and it leaves a lot of…

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Understanding A Sales Pipeline

Are your sales currently stagnating? Do you need to improve the performance of your company? If so, it might be time for you to evaluate your sales pipeline. A strong pipeline will help you to make improvements to your sales team at each stage of the process, and with the aid of data-driven sales software,…

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SPOTIO #477 on Inc. 5000 List of Fastest Growing Private Companies in the U.S.

Inc. magazine revealed that SPOTIO, Inc., the leading field sales acceleration platform for outside sales teams, is No. 477 on its annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies.

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FI_Outside Sales: The Complete Guide for 2018

Outside Sales: The Complete Guide for 2019

Outfit pressed and hair coiffed, it’s time to set out into the field to meet with prospective clients. Being the face of the product/service makes the role of an outside salesperson an important one. This face-to-face interaction is what sets outside sales apart from their inside selling counterparts. In this comprehensive guide, we’ll talk you…

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3 Key Strategies That Will Improve Your Sales Process

To improve your sales process, there are tools and techniques you can implement to make these changes easier for your company. If your salespeople aren’t equipped with the resources they need to succeed, your organization will suffer from employee turnover, trouble with quota attainment, and low sales morale. As a sales leader you need to…

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