How a Live Chat Funnel Improves Your Sales Process

How a Live Chat Funnel Improves Your Sales Process

Global internet sales reached 2.3 trillion U.S. dollars in 2017, and they are projected to reach 4.48 trillion by 2021. All of this indicates that e-commerce is thriving and changing the way your company does business. One of the biggest issues in e-commerce is how to personally engage the customer, giving them an individualized experience in the same way a brick-and-mortar business does. Online contact forms have their limits and don't compare to an in-person experience. In contrast, live chat allows you to instantly engage with customers, improving the qualification process and conversions. A recent Revenue Summit 2018 talk by Jeffrey Serlin, Head of Global Sales at Intercom, addressed these very issues.

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The Comprehensive Cold Call Approach

The Comprehensive Cold Call Approach

As a successful sales rep, you likely spend much of your day researching leads, cold calling them, or entering follow-up information. A recent panel at the SalesHacker Revenue Summit addressed the ways that salespeople can best use technology to improve their cold calls and overall sales process. Sophisticated technology is not enough. Management needs to improve processes and methods to go along with the technology in order to help you spend your time more effectively. You, cutting-edge tools, and new strategies are an unstoppable combination.

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Looking Forward to Seeing You at SiriusDecisions 2018 Summit!

Looking Forward to Seeing You at SiriusDecisions 2018 Summit!

Join more than 3,200 of your peers for three full days of data-driven best practices research, unveiling of new innovations across the b-to-b space and networking with an elite community of sales, marketing and product leaders.

The Groove team will be there, and we’d love to see you! If you haven’t reserved your spot yet, hurry before they sell out! Grab your ticket now and use promo code SPONGroove for up to $400 off!

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Five New Rules for a Modern Sales Leader

Five New Rules for a Modern Sales Leader

There's a set of new rules for the modern sales leader. The B2B market has evolved considerably over the past five to 10 years, marking a new era of dealmaking. In order to maximize the capacity of your sales team and maximize your revenue, consider these five new laws towards growth, which were articulated at the Revenue Summit 2018 in San Francisco by the team of Jacco vanderKooij of Winning By Design and Rob Jeppsen of Xvoyant

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Five Terrible Responses to Price Objections

Five Terrible Responses to Price Objections

Anyone who’s worked in sales knows that price objections are common. Just when you finally sell your prospect on a particular product or service, he or she hears the price and balks. Sound familiar?

Consider this: How you respond to these price objections can make or break your business sales. Make the wrong choice, and you may destroy your margins or lower the value of your product in the mind of your customer. Respond appropriately, and you diffuse the concern and encourage the sale.

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Don’t Pitch — Talk

Don’t Pitch — Talk

You are a great salesperson, but you’re always striving to be even better. In fact, you are working toward being a superstar. Reaching your fullest potential doesn't require magic or even luck. The success of elite reps lies in their methods. By studying and adopting their conversation strategies, you can experience their level of success.

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Moving Upstream

Moving Upstream

If you want to start selling to enterprise customers — the coveted large accounts with bigger revenues — it’s important to first consider exactly why you want to do this, and whether you should do it. If the reason is because you’re not doing well in SMB arena, then it’s time to reconsider, because struggling in a smaller market segment is not a good harbinger for success in a larger one. However, if your sales look good and you feel that a move upstream is the next natural expansion for your company, then you might be ready to explore a new market.

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Integrating Sales Development Representatives Into an Account Based Sales Program

Integrating Sales Development Representatives Into an Account Based Sales Program

It can be tempting to focus on account executives as the stars of your sales team; after all, they're the ones who close deals and bring in revenue. But in an account based sales approach, every part of the sales pipeline is critical to your success — especially the folks who first speak to potential buyers, your SDRs.

Defining the SDR Role

Ultimately, it's the SDR's job to find the right contacts and keep them moving along the sales pipeline, setting account executives up for meetings and demos. However, that looks a little different in an account based sales program than in a traditional sales program. In traditional sales, the role tends to be a free-for-all, with each SDR working in isolation on any lead that comes their way.

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Why Sales Should Care About the Customer Experience Now More Than Ever

Why Sales Should Care About the Customer Experience Now More Than Ever

Once upon a time, the success of your sales department was determined by internal metrics like how many emails they sent out, and customer service success was gauged on how quickly they got clients off the phone. But early pioneers in the account based approach are showing quality truly does trump quality — and that holds true across all channels throughout the entirety of the journey from buyer to customer and, ideally, on to "repeat buyer" status.

That means your sales department should now, more than ever, be fully invested in guaranteeing each prospect a positive customer experience. Here's why:

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We’re Honored! Groove Named in Top Sales Tools of 2017 List

We’re Honored! Groove Named in Top Sales Tools of 2017 List

It’s been quite a year for us at Groove, with lots of new features, new customers, and all-around growth. And to top it off, we’re proud to share that we were named one of the Top Sales Tools of 2017 by Smart Selling Tools. (You might remember when we first caught their eye back in June.) We couldn’t be more grateful.

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Close Out 2017 Strong: 4 Strategies to Conquer End-of-Year Sales Hurdles

Close Out 2017 Strong: 4 Strategies to Conquer End-of-Year Sales Hurdles

With the end of the year coming up fast, everybody gets a little frantic. Whether they're hustling to spend the last of their annual budget, fretting about the endless family visits and company dinners, or — in your case — working to meet sales goals despite an array of "out of the office" emails, it seems like there's never enough time. But if you follow these four strategies, you'll see that there is more than enough time to meet — and maybe even beat — your sales goals by the end of the year.

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Decoding Success for Your Sales Team

Decoding Success for Your Sales Team

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.

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What Does “All in One” Actually Mean?

What Does “All in One” Actually Mean?

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.

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