Sales

Sales
What CRM System(s) do you use?

Top Answer : As someone who has been in the CRM sphere the platform you choose tends to be the least important aspect. First ensure that your process is completely formed and that you have all of your stakeholders bought in and 100% behind the implementation of CRM in the business. Once this has been done, look at software which you can or have configured / customised to fit you process. Sage CRM / ACCPAC CRM is a good choice but as with all of these things choose your vendor wisely!

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Pulse Weekly Executive Briefing: CPQPulse Weekly Executive Briefing: CPQ

Pulse does weekly deep dives into new products in enterprise industry. This week, we look at CPQ with Veloce.

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Leveraging Mobile Across Departments - Non-TechnicalLeveraging Mobile Across Departments - Non-Technical

This report was generated to help non-technical teams benchmark their mobile practices against their peers.

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Who has been your favorite non-tech keynote or featured speaker? Is anyone actually drawn in by a famous musical act or comedian?

Top Answer : A few comments: Adam Grant gives an incredible talk about workplace dynamics (e.g. give/take).  Will.I.Am is an incredibly intelligent musician and has a lot to offer in terms of business insights.   Of course my all time favorite (and sadly probably the most expensive to retain) is Jim Collins (good to great, great by choice)

What are the traits of effective sales ops leaders?

Top Answer : The best advice I can give to anyone leading a sales ops team, is that when you're doing your resource planning for your sales ops team, try to help finance and sales leadership understand that your team should be tied to the complexity of your internal company and your go-to market motion, rather than just functioning as a pure headcount ratio of sales to sales ops heads. If I look back over my career, that's where I've run into the most challenges: when the sales ops team becomes so undersized, and so strained, that we can no longer provide best of class service to the sales organization.

Leveraging Mobile Across Departments - TechnicalLeveraging Mobile Across Departments - Technical

This report was generated to help technical teams benchmark their mobile practices against their peers.

Can AI improve sales operations?

Top Answer : I'm sure the answer is yes, and it's probably yes more than I can even articulate because it's mind boggling what AI will probably be doing in not just 10 years, but 2 years from now. There's some obvious use cases. We probably spend the bulk of our time doing some type of reporting and it's such a time suck. AI is going to, I hope at least, give us so much time back because, A, just the consolidation of data, but then B, telling us what it means instead of having to stare at it for hours at a time.  It’ll automate a lot of our worlds, in terms of some of the fire drills and the tactical stuff that we do day in and day out. This will enable us to spend more time thinking longer term and more strategically. I'm blown away at what it can do today, and that’s  just the tip of the iceberg. I'm sure AI is going to come into everything: compensation, forecasting and analytics, trends, and capacity and territory management, etc. I'm excited, but I don't have a lot of real world, hands-on experience with it at this point.

What are the top three sales ops tools you use?

Top Answer : I feel like a lot of tools over promise and under deliver. And it always comes back to Salesforce. I actually went through experience where, in my previous company, we migrated from Salesforce to Dynamics, and there were some strategic reasons for it. But then what ultimately happened is, two years later, we got acquired and the venture capital firm looked at it and said, "Well, enough of fun, we're migrating back to Salesforce." So two years later, we migrated back to Salesforce. I feel it has this level of simplicity combined with some aesthetic rightness to it. And whoever is trying to build something on top of it, there's all these smart things which start working around it, but it just doesn't have that same flavor. So I can't tell you three, I'll just combine it all to Salesforce.

How does a technical leader get more revenue-savvy?

Top Answer : This is one of my top challenges, gaining more knowledge to have more revenue and business savvy than where I am right now.  This situation happens a lot, where my CEO says, hey Roberto, I require this.  And then, I present some projects to him.  But then he tells me that I am way too ahead.  That I’m two years away from what we need right now.  I am challenged to match my company’s business needs right now, and deliver technologies that will work today, that customers are ready to acquire today, not in the future.

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Our sales team wants to start using quip for account planning. I have heard that the value proposition isn’t super strong. I also believe it disperses content tools yet again in our landscape. Pros/cons?

Top Answer : Our team has not evaluated Quip deeply yet. The information I have read is that it should help with mobile integrations. I will say that based on whitepapers I was sent, the value proposition seems weak.