The key to any great sales conversation? Setting a next step every time

The key to any great sales conversation? Setting a next step every time

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.

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Infographic: Top 6 Tips for Sales Ops

Infographic: Top 6 Tips for Sales Ops

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.

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Groove named Recommended Sales Tech of the Week by Smart Selling Tools

Groove named Recommended Sales Tech of the Week by Smart Selling Tools

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.

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20 Must-know Account Based Selling Terms

20 Must-know Account Based Selling Terms

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)

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Marketing and Sales Alignment - Bridging the Gap

Marketing and Sales Alignment - Bridging the Gap

It’s no secret that divides can sometimes exist between departments. Marketing and sales departments are great examples, as even though the two often share a common goal, each tends to operate in a silo. The gap between marketing and sales needs to be bridged, however, as collaboration is essential to getting the results both teams are looking for. Marketing and sales alignment can lead to greater conversion rates, higher close rates on marketing leads and a boost in revenue directly related to marketing efforts. As a marketing leader, there are a number of things you can do to foster collaboration between your team and sales. Here are a few tips to get you started.

1. Focus on Messaging

Communication is everything in the business world, especially when it comes to the messaging you use to connect with an audience. While sales teams tend to be the ones who execute messaging, the wording itself is on the marketing team, and not everything should be expected to work when it comes to converting leads. By providing the sales team with messaging, content and subject lines that have been tested for their performance capabilities, you can increase their chances of success in getting through to your audience. Also, consider allowing your sales team to send emails themselves or offering to handle it via software such as Marketo or Eloqua.

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Inline Create Forms

Inline Create Forms

Create quality records with just two mouse clicks in the Groove sidebar.

The Groove sidebar in Gmail is already your best friend when it comes to understanding the context of an email. Recall that it is completely customizable. The displayed Salesforce objects, the fields and even the lookup logic can be configured so user is served with what's relevant to them. You update records right in the sidebar and click on custom buttons with all their limitless capabilities.

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Building a SaaS Company in 2015

Building a SaaS Company in 2015

Many things have changed over the last few years when it comes to building and scaling a company. Product development is getting easier every day with steady advancements in tools, services, and APIs. Companies such as Stripe, Heroku and others have made it easier and faster to get a new app into a customers hands. There’s no doubt this is great for entrepreneurs but it doesn’t come without its own set of problems. As it becomes easier to build a new product, it becomes harder to attract an audience as more competitors flood the market. Regardless of the merit of their offerings, these companies can still create noise and confusion for potential customers. For example, you can find dozens of competitors in the sales acceleration space that are being built all over the world and offering solutions at a wide range of price tiers. With all this noise, it is hard for your potential customers to find the solutions that are truly delivering value.

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Time is on Your Side - Google Salesforce Calendar Sync in Real Time

Time is on Your Side - Google Salesforce Calendar Sync in Real Time

Today we are excited to announce that Groove now offers Google Salesforce calendar sync in real time. But before we dive into the details, let's take a look at the Why. Back in February, we launched Groove Dashboards, which help you understand how your sales activities relate to your sales performance. The prerequisite to such unique insights is an accurate and comprehensive activity history of your Google emails and calendar events. However, logging activities from Gmail and Google Calendar should not come at the expense of extra effort for users. That is why we believe in a hybrid approach:

On the one hand, Groove logs Google emails and calendar events automatically in Salesforce for you. Such activities are associated to the activity history of the best matching Salesforce records (e.g. contacts and opportunities) by analyzing the recipients and invitees. Groove's heuristic scoring engine works its magic without any effort for users.

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Stay Where You Are - Announcing Inline Editing

Stay Where You Are - Announcing Inline Editing

One of Groove's core features is the Gmail sidebar, which gives you the Salesforce context alongside the email you're viewing. Today, we are taking this concept to the next level by allowing you to update your Salesforce records directly in the sidebar - a.k.a. Inline Editing. Just to give you a few examples why this is useful:

  • You can update the status of a lead as a prospect emails you
  • You can change the opportunity stage after a customer sends you the order form
  • You can add a phone number to a contact after they asked you to call them
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Salesforce Security - Admins, Do Your Share

Salesforce Security - Admins, Do Your Share

Let’s face it, 2014 has been a bad year for corporate security. Sony Pictures, Home Depot, Target and JPMorgan Chase are just the most prominent names of companies that became victims of cyber criminality. They found themselves in a PR nightmare due to data breaches. Also, Salesforce security went under attack by the Dyre Malware going after Salesforce credentials. This means: it can hit your company too. So, why not start the year with a Salesforce security sanity check of your Salesforce org? Here are some tips that come with no costs, but might significantly improve your Salesforce security.

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Salesforce Opportunity Stages and Their Probability

Salesforce Opportunity Stages and Their Probability

I’ve seen many Salesforce admins and business analysts struggling with defining salesforce opportunity stages and the associated probability values. Why is it important?

Well, one of the core purposes of a CRM system is forecasting. This means the company needs to understand as accurate as possible how much money they are going to make and thus how much money they can afford to spend. This is called "revenue forecasting". Other forms of forecasting are "post sales resources forecasting" (e.g. how many deployment specialist are we going to need) or "supply chain forecasting". Here are two two simple measures to get to a significantly better forecast accuracy, without even having to use the newer and much more complex forecasting feature.

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Introducing Flow

Introducing Flow

Groove’s mission has always been to help power world class sales teams through more efficient and data driven processes. In keeping with this tradition, and tapping into our teams innovative spirit, we have developed a product that will take our mission to the next level. Groove Flow is sales automation with a personal touch. Before Groove Flow, reps had the choice of reaching out to customers using a manual, time consuming approach or using marketing automation software that made them sound like a robot and often got their messages blocked by spam filters. Groove Flow combines these approaches, delivering the speed and efficiency of marketing automation with the effectiveness of more manual, personalized communication. It allows a rep to communicate with far more customers while continuing to provide superior customer service.

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Introducing Groove History

Introducing Groove History

We're very excited to show you what we've been working on! Groove already made it easy to capture all your important customer conversations and events. The problem is this information was often only used in reports and not to help users every single day. This is why we created Groove History. You can see overview of all the great things you can do with Groove History in the pictures below!

View Activity History Right From Gmail

Using Groove History, you can now view the Salesforce activity history of anything (account/contact/lead/opportunity/custom object) right from your inbox. This means no more flipping back and forth between Gmail and Salesforce to do research.

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4 Trends That are Changing Sales

4 Trends That are Changing Sales

Sales has been gradually morphing over the past few decades. Technology has really changed sales and continues to change it today. Although I don't think there will be any drastic changes in sales in 2014, I think we will see 4 trends continue.

1) Product and sales information must be public

The old sales world was about sharing information in exchange for a next step. Holding this information captive allowed reps to hold more of the power. This information is now all online. For most products, including many Enterprise products, you can no longer afford to hide lots of your information from the prospects who are looking to make most of the decision on their own. The sharing of company information is getting even more extreme with some new companies posting all their information publicly including every single customer that starts to use their product or their exact margins.

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Creating Automatic Follow-up Reminders in Salesforce

Creating Automatic Follow-up Reminders in Salesforce

Consistent follow-up is key in sales. This is easy to do if you are not working a lot of leads. The problem is that you need to build a sustainable pipeline, which means you will be working on a lot of different leads and that are all at different stages. This is when things start to fall through the cracks.

To make it easier to manage these leads, it is helpful to try automating your sales process. You can do this easily using Salesforce Workflow rules. This is a very powerful feature that people often don't leverage. You can use workflow rules to provide a better sales experience while also saving time. Here are a few examples of different follow up rules you could implement:

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Selling Smarter: 4 Sales Tips

Selling Smarter: 4 Sales Tips

There are times in every salesperson’s career when we find ourselves just “going through the motions.” We’ve all followed certain sales processes and strategies during our career and have been successful, so why change? There’s no doubt it’s hard to argue with success but it’s good practice to take a timeout every once in a while and reevaluate what’s brought us this far. The best sales reps that I’ve come across stay on top of their game by always looking for ways to improve and get better. With that mind, I wanted to share a few tips that are easy to implement but can make a big impact on your quota!

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