Tenfold Sales Blog
- The Tenfold Sales Blog is a source for in-depth, highly researched, and original work about sales, sales strategy, and sales enablement. Our articles are contributed from employees who are directly involved in leading Tenfold's sales team; who understand what's important to highlight vs. what's background noise; and who have years of experience building their expertise.
What Is a Sales Stack?
Sales today is so competitive that one tool is not enough. The modern sales team uses several sales software tools that are designed to improve productivity and decision-making, and automate repetitive tasks. This set of technology is referred to as sales stack (or sales technology stack). Of course, this does not mean that every modern … Continued
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Seven Ways a CRM Can Increase Software Sales
The Software as a Service—or SaaS—industry continues to boom. Several leading research institutions, such as Gartner and Forrester, predict double-digit growth to the year 2020. That growth led to an industry valuation of over $200 billion in 2016. Every dollar earned, of course, requires a sale. While small or consumer-focused software sales may occur without … Continued
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What Is the Meaning of Pipeline in Sales and Marketing?
There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. This is where your leads turn into customers, where your mainly revenue comes from. Your marketing and sales pipeline refers to the stages that your sales rep goes … Continued
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What is Account Based Selling and How Can It Help Your Sales Team?
Account based selling is nothing new. We practically saw it every week back when the series “Mad Men” ran. Remember how ‘cool’ it was for Don Draper to get personal and talk his way into big deals? That’s at the core of account based selling (ABS): it’s personal, focused and multi-touch. It can also lead … Continued
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Salesforce Software for CRM: What It Is and How to Best Use It
Dave Orrico, Vice President of InsideSales.com’s Enterprise Sales, once said: “The No. 1 key to success in today’s sales environment is speed. The first salesperson who delivers the most valuable information to their customer or prospect wins the game. The best sales professionals rely heavily on tools like salesforce.com to provide that competitive advantage for … Continued
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5 Healthy Habits of Successful Sales Prospectors
In prospecting, the goal is to create interest, convert that interest into relationships, and successfully manage these connections to produce meaningful transactions in the future. So, what is a good prospector and what do they do? As with any successful relationship, prospecting entails developing good habits throughout the whole process. You do not just nurture … Continued
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Do Start Ups Need a CRM and Phone System for Sales?
If anything, this seems like a needless question – especially for start-ups. A CRM and phone system is an advantage. If you’re a start-up, it is what you want on your side. Just consider these numbers. According to Nucleus Research, when you invest a dollar in CRM, you get an average of $8.71 back. Plus, … Continued
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Top 6 Skills to Achieve Mastery in Sales
Sales skills mastery starts by getting to its core. What is sales really about? Is it just a scoreboard of your career achievements and goals? Is it about performance metrics and sales quotas? Or, do we need to shift our focus and look at it from the customer’s perspective? The gist of our top six … Continued
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How to Deal With an Inaccurate Staffing Plan
You work hard to drive up sales and, somehow, your business has steadily grown. Your client base has become bigger. And, your office has gotten busier. This is all good – except that your team is at work for longer hours. They come in everyday looking tired, even in the morning. You also notice a … Continued
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5 Important Steps to Transform Your Callers into Customers
Don’t give up on your phone yet! Yes, there are other reliable sources of leads. A phone ringing off the hook is no longer symbolic of a busy business today. You can be making connections online and communicating with your clients digitally. But, consider this: according to media research and consulting company BIA/Kelsey, over $64 … Continued
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