Salesforce Report Dashboard Examples

January 18th, 2017 by

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EnerLead for Salesforce Sales Acceleration – Sales Rep Productivity

October 12th, 2016 by

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A sales person can spend up to 18% of their time on market research for the purpose of lead generation.  Organizations with data visualization tools are able to access timely information 86% of the time, compared to organizations without visualization tools that are only able to access timely information 67% of the time.   Enerlead


Understanding Perception, Reality, Action

May 16th, 2011 by

In sales, you learn a customer’s decision making is based on a perception of a solution to address their “Goals, Problem, and Needs”. Perception plays such a huge role in sales; consequently, I went to Wikipedia to do some research on the topic of perception and found two interesting references. Perception and Reality: When people


Prepare and set a sales call objectives

December 7th, 2010 by

I was on a sales call to review sales force automation requirements of an energy service company that supplies infrastructure to energy producers in Western Canada.  The company has two lines of business: The first is supplying a standalone “product’s” that are integrated as a component of a more complex solution.  The second is the


Telesales Script: Establish a Base and have a Position

November 16th, 2010 by

I recently hired a telesales company out of Vancouver, Canada, by the name of Lead Generators International (LGI) to help with lead generation in the Calgary market. As part of the exercise of hiring LGI I prepared a call script that I would like to share (see below). If you are considering a telesales campaign,


Sales 1.0 networking tips for Linkedin

November 5th, 2010 by

  I was invited to a meeting of the Calgary chapter of the BNI Group a professional marketing organization specializing in word-of-mouth referrals. The BNI strategy relies on a business networking strategy that generates business referrals within many diverse networks. BNI relies on structured business groups wherein each member carries the other’s business cards. When