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Startups, small and mid-size businesses have a common Achilles’ heel: lead lists and data enrichment services can get expensive quickly, but you need a constant feed of suspects to keep filling the top of your outbound funnel.

So, how can you start prospecting once you’ve inevitably gone through your warm contact network? Here are a few tips on how to do your prospecting research without paying a dime.

LinkedIn Native Search

LinkedIn has an amazing product called Sales Navigator, but until you’re ready to make that cost commitment, you can use native search in LinkedIn. …


The Fourth Industrial Revolution, or Industry 4.0, is here. It’s been pulling at our collective consciousness for years, following its older siblings in Industrial Revolution: steam and hydro-electric power (18th c.), electricity-fueled mass production (early 20th c.), and production automation (1970s). This Fourth installment, interaction and networking between humans and machines, has been adopted by many organizations on the early adopter end of digital transformation.

And then a global pandemic hit.

Suddenly, even technology-averse organizations were faced with making up for a decade’s worth of activity in the pursuit of “going digital” in a short matter of weeks. …


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Sales managers thrive on predictability: CRM entries let us understand our metrics and KPIs from lead to opportunity to renewal, and the best leaders in sales are the ones who know how to use their data to manage their business. As leaders, there have been very few times in our sales management careers that we have been faced with such uncertainty in how to proceed — how to manage pipeline, how to keep our teams, clients, and prospects engaged — as we are experiencing during the COVID-19 crisis.

So, how CAN you drive sales pipeline in these uncertain times? Here…


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“It’s not what you know, it’s who you know.” You’ve heard this saying…and it can be frustrating knowing that a person’s connections may edge them into an opportunity that you’d be perfect for. So, how can you get to know the right people? We think you can be the catalyst for this cycle your own self; introduce folks to the people that they should know, and you’ll begin to discover the power of recommendations.

What’s in it for you?

Maslow’s Hierarchy of Needs outlines five tiers of human needs: physiological, safety, love and belonging, esteem, and self-actualization. In the bottom…


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One day in a small town long ago, six blind men heard that a strange animal called an elephant had arrived in town. Since none of them knew what an elephant was, they decided to learn more about it. They approached the elephant and began touching it. The first person explored the trunk and described the animal as a thick snake. The second found the ear and said it seemed like a fan. Another gripped its leg and explained the elephant was like a tree trunk. The blind man who felt the elephant’s side described it as a wall while…


Did you ever get that feeling in your belly when you pull up to an event? That sort of nagging voice in your head that says, “Turn around and go back home and hide under the covers and watch TV all night instead”? You’re definitely not alone — even the most extra of the extroverts have that same feeling. Here are some tips to help you get ready for any event.

Small talk, Photo by Matheus Bertelli from Pexels
Small talk, Photo by Matheus Bertelli from Pexels

Pre-Event: Know yourself

It’s important to understand yourself, your mindset and your orientation towards self and others. Carol Dweck describes people with a growth mindset in her book “Mindset” as those whose…


https://youtu.be/FiqsfcRSR_k
https://youtu.be/FiqsfcRSR_k
https://youtu.be/FiqsfcRSR_k

If you’re using Salesforce.com as your sales platform and are not using Chatter as your communication hub, you’re not even coming close to recognizing the return on your CRM investment.

  1. IMPROVE SFDC AS A SYSTEM OF RECORD: Organizations using Salesforce only to capture sales record-related information (i.e. leads, contacts, accounts, opportunities) run the risk of “just in time” record entry, as in, entries made only when the record owner thinks that their direct manager or the organization needs (or demands) visibility into record activity. Companies using Chatter see an increase in visibility into the entire sales process: if the lead…

Typically, the Head of Sales or Sales Operations is the organizational “product owner” of any technology that is used in the sales organization. In some cases, the IT department may actually be the product owner. Regardless of who actually owns the strategic product mix, it’s important to take a look at the holistic view of your applications.

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A CRM system is often the first technology purchase made in the sales department. Many CRM systems have solid integrations that spill into other departments, like Marketing, Human Resources, or Finance. …


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How many apps are in your sales tech stack? Chances are good that you have, at least, CRM and integrated marketing automation. It’s likely that you have even more apps sitting on top of your CRM, from service desk to ERP to analytics to contract management to power dialer to CPQ to surveys; for Salesforce, there are over 3000 apps and nearly 500 components on the App Exchange.

None of the apps in your tech stack will work without CRM adoption.

Many installed technologies struggle with user adoption, from HRIS to project management systems. Product owners aren’t appointed or change…


Sales technology user adoption deserves constant attention, especially regarding your CRM system; it’s the single source of truth that becomes the baseline for sales forecasting, provides a predictable view for operational resource planning, and is a collaborative space for holistic views on accounts and opportunities.

If you’re using Salesforce, there is a great (and free) app on the AppExchange from Salesforce Labs that has 42 reports over three dashboards to show you who is adopting your instance well and who isn’t — and the insights are invaluable! …

Shannon J. Gregg, MBA

Shannon J. Gregg, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and loves Salesforce.com :)

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