Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client. The following four sales analytics give you the information to identify where your techniques succeed and where they can be improved, and to track how well those improvements work.Read More
But is it worth it? And in a world where time is money, why invest time and resources in making a big change?
Here are our 3 top reasons to make the switch from a traditional sales approach to ABS:Read More
Some sales tech only does one or two very specific things. That means your reps might have numerous tools to use throughout their day, resulting in extra time spent switching between applications, and extra logins to remember for reps. And it means extra vendors to manage, more data silos, and more training for sales ops. And managers are frustrated by the lack of visibility into sales activities since folks are working across many systems.
We built Groove to help entire sales organizations save time — including the time spent switching between tools and aggregating data from numerous silos. While Groove is packed with features that boost productivity, here are the main four that can help you eliminate having to work in several different places.Read More
You may need to go beyond basic productivity-boosting strategies and try options that are designed to help reps go further. These five strategies will help you eliminate roadblocks standing in the way of optimal sales performance and allow you to elevate your top performers.Read More
A sales professional from the 1980s catapulted into a modern sales team would hardly know where to begin. Tools such as email, LinkedIn, Salesforce, and concepts like inbound marketing and software-as-a-service (SaaS) would seem like science-fiction to a salesperson used to relying heavily on the phone to conduct business. Yet the fundamentals of selling have remained unchanged; we’ve just gotten better and more innovative at doing it.Read More
I don’t know about you, but here at Groove, we’ve been looking forward to Dreamforce all year. We love meeting our customers face-to-face and making new friends with folks who might not know about us yet.
If you’re coming to San Francisco for Dreamforce, I hope you’ll get in touch! Our team would love to hear about your work and share what we’ve got in store for 2018. Swing by one (or both) of these events and say hello:Read More
Making sales pitches is never easy -- but if you can establish the right mindset right out of the gate, you'll be able to face the most common sales objections with poise and confidence.
For sales reps, getting into that mindset means doing the research to truly understand the prospect they're about to call or email, understanding their pain points, and feeling truly confident and certain that you have a solution that will solve that pain.Read More
As companies become more flat and office cultures become more open, collaboration is taking center stage in the workplace. That means coming together and sharing input more often. And that’s great! But in the sales world, how do you strike a balance between healthy competition and teamwork? And how do you avoid wasting one of your most valuable resources: time?
Let’s take a look at a few ways collaboration can help a modern sales team sharpen its skills and help reps crush their goals:Read More
Collaboration within sales teams benefits your brand as well as individual reps. Let’s take a deeper dive into some of the advantages you might enjoy:
Sales team collaboration provides a consistent message to your customers
Even high-performing, brand-driven salespeople will stray off-book every once in a while. By encouraging collaboration between departments and within your teams, you can be assured that your company’s mission and goals will always be first and foremost on their minds.Read More
Demos are such a critical part of the decision making process for your prospects, but too often, sales reps deliver a one-size-fits-all product tour. Let’s take a look at a few ways you and your team can create a better experience and hopefully close more deals.
Get to know your prospects.
Every business is different. Make sure you ask enough questions — and the right questions — to personalize your demo to their unique needs. How can your product fit into their established routines? What security or regulatory concerns do they have, and how can you address them? What pain points are they dealing with, and how does your product help?Read More
Solid training and coaching are key to onboarding all-star talent and helping them grow throughout their tenure at your company. Did you know that Groove has features that make training and coaching your sales team easier?Read More
Groove Hacks We’ve Learned from our Customers
When you build software, an app, etc., you’re bound to see some unintended uses. And that’s a great thing!
We love hearing about the creative, innovative ways our customers are using Groove, and we wanted to share a few. Who knows, maybe this will get your creative juices flowing!Read More
Turbo-boost your sales prospecting pipeline with these tips, tools and techniques.
Why are you prospecting?
You have to keep feeding the sales funnel. Prospecting is the essential, on-going process of gathering new leads who can be nurtured into your sales funnel and turned into long-term clients. Hubspot defines prospecting as ‘’"The process of searching for potential customers, clients, or buyers in order to develop new business." You should make prospecting feel like a habit that you get into, and utilize some tools to make it easy no matter where the leads are coming from.Read More
Someone else on your side when you’re trying to close a deal can work wonders.
Everyone who works in sales knows the feeling of watching a sale slip through their fingers. One minute you’re sure the deal is going your way, and the next minute the tides are shifting against you and you feel powerless to do anything about it. Of course, you’re not powerless, but you may need to try something different to regain your momentum.
Creating momentum and keeping a deal moving forward is a key skill that reps need when they’re working on a sale and trying to hit their targets.
Linking your key work processes to Salesforce is a game-changer for a sales team.
Good, reliable data is the lifeblood of sales.
When you are able to combine your most useful data with a world class interface for managing it, then you have a distinct advantage over the competition, and a tool that can turbo-charge growth in any organization.Read More
Adopting a proactive social media approach makes a real difference to your customers and to your bottom line.
The modern sales professional faces a tricky conundrum in the digital economy.
On one hand, there are more tools than ever before that allow you to reach, understand, and interact with prospective customers. Yet, at the same time, consumers are overwhelmed with choice and have become slightly cynical and defensive about the sales process.Read More
Great sales people always make sure that the route forward is clearly defined. Are you getting it right?
Let's suppose that you know the product you are selling inside and out.
Let's suppose that you have a great interaction with a potential customer who really seems to need your product.
It seems like a home run; a certain sale.Read More
People who work in sales ops are often the unsung heroes of any given sales organization. But we all know that sales reps and leaders couldn’t close deals and bring in cash without the critical support of sales ops.
We interviewed sales ops experts to learn what they’re thinking about to do their jobs better, and compiled a handful of their top tips. Let’s take a look:
#1: Tech must be intuitive The right technology should be simple and intuitive to use while also freeing up reps time to close more deals — it’s non-negotiable. In today’s competitive market, your reps simply don’t have time to waste on dated, clunky tools. Have a system that needs to go? Put the contract’s end date on your calendar now and set a reminder when it’s time to start shopping around.Read More
Sales is changing, and sales teams have to work harder than ever before to close deals. That's where smart sales technology comes in. However, there are so many options out there, how do you know which one would truly move the needle? Thanks to thought leader on sales and marketing productivity tools like Nancy Nardin, sales professionals can now easily filtering out which process and technology can help them driving revenue.
Backed by nearly 30 years of sales and marketing expertise, Nancy is a pioneer in sales prospecting technology – first as a service provider and now as an evangelist and expert. Her firm, Smart Selling Tools – of which she is the founder and President – is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools.Read More
The world of sales is always evolving, and so is the industry lingo. Here’s a helpful list of important account based selling terms so you can stay on top of industry trends — and maybe even impress your team!
1. Account Based Everything (ABE)
Industry definition: It is a strategic approach which involves the orchestration of personalized marketing, sales development, sales, and customer success efforts to drive engagement and conversion at a targeted set of accounts. (Source: TOPO)Read More