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.Read More
Account based sales is focused on forming genuine customer relationships and gaining a deep understanding of all stakeholders. Fortunately, LinkedIn Sales Navigator provides valuable data for your sales teams to help target the right buyers, personalize outreach efforts, and keep track of your customers.
That's why we are psyched to announce Groove's inclusion in the LinkedIn Sales Navigator Application Platform (SNAP) partner program. As our first venture, we’re thrilled to introduce the Groove Omnibar, a powerful tool that displays Salesforce and LinkedIn Sales Navigator intel side-by-side. It equips your team with everything they need to know to communicate with confidence with their customers. Check out the video below to see how it works.Read More
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.Read More
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!
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.Read More
What is an ICP?
If you’re running an account based sales or marketing program, it’s critical to spend some time defining your ideal customer profile (ICP). An ideal customer profile is a description of the company that’s a perfect fit for your solution — they benefit greatly from your product, and you also get significant value from having them as a customer.Read More
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:Read More
Account based sales (ABS) is an approach that allows you to focus on specific target accounts and collaboratively execute your sales strategy. This is a team effort where sales leaders, marketing, SDRs and AEs carry out orchestrated sales activities.
This is the first in a series of posts where we’ll examine how you can use Salesforce to ABS-enable your sales team — and where the limitations of Salesforce are.Read More
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.Read More
The 2010s have seen a meteoric rise in the power of technology and analytics for your sales department, creating a clearer picture of just what's going on inside your prospect's mind, company, and heart. From streamlining workflows to highlighting the human touch that is your most unique sales value, here's a look at the top five trends that will drive — and define — sales in 2018.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
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
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