Managing the sales pipeline is a critical aspect of managing team performance. If you were promoted from the field, you probably already know that the sales pipeline holds information about pending sales opportunities and consists of various stages relating to the advancement of those opportunities. But before we proceed, let’s look into what is sales…

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Today, we’re launching a powerful new product that helps Sales teams to improve forecasting accuracy, identify risk and increase customer engagement. Say “hello” to Ebsta’s Revenue Intelligence Professional.  We started Ebsta with the vision of providing simple, powerful tools that help businesses engage better with their customers and make the most of sales opportunities. With…

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The rumors are true. Salesforce Files are taking over! Files came onto the scene when they were first introduced in the Salesforce Winter ’16 release, intending to be part of the evolution of content management for Salesforce users. Salesforce Classic allows users to add several different kinds of files — Documents, Content, Attachments, and Files….

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Account Based Sales: B2B Sales Strategy Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and…

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Guide to Relationship Mapping for Success  In the business world, potential clients say “pass” all the time due to weak relationships and a lack of understanding. And so do existing clients. It’s a convenient way to move decisions forward. The more complicated the decision, the more at stake, the more important relationships become. What is…

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How to Choose the Right Email Greetings  Starting an email seems like no big deal, but your choice of words can have a massive impact on how the rest of your message is received. In this guide, we’ll analyze the importance of email greetings, and provide you with examples of how to start an email—among…

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Choosing a Sales Prospecting Technique Prospecting is hard work. It’s long hours spent identifying prospects, writing emails and hammering the phones; much of it thankless. Really, it’s no wonder that roughly two-fifths of reps say prospecting is the toughest part of the sales process (compared to a third who say it’s closing and a fifth who say…

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A Guide to the Sales Pipeline The sales pipeline is where it all happens. According to research by Vantage Point, 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month. However, 63% of respondents say that their companies do a bad job of managing their sales pipelines, which shows that there is massive room…

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Business Development 101 “Business Development Executive,” “Manager of Business Development,” and “VP, Business Development” are all impressive job titles often heard in business organizations. Sales, strategic initiatives, business partnerships, market development, business expansion, and marketing – all of these fields are involved in business development but are often mixed up and mistakenly viewed as the sole function of business development. The following…

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