March 21st, 2017|Sales

5 Proven Tactics To Improve Enterprise Sales

5 Proven Tactics to Improve Enterprise Sales   You know what sucks about enterprise sales? It's intimidating, there are several factors that can make or break a deal, and the longer the sales cycle takes (and it can take a looooong time--like 6 to 18 months on average), the less confidence you feel about the deal closing at all But, despite the snail-paced sales process, making the leap from lean startup to enterprise sales success is attainable-- and the huge wins can often outweigh the huge undertaking. It requires a different kind of expertise than small and medium B2B sales, but a few key tactics can set your team on the path to success. So what are these tactics? Below you’ll find a quick list of some of the best practices when it comes to adopting the prepared and agile mindset of an enterprise sales winner. #1- Know your own product well. Okay: this seems obvious. But seriously: if you want to [...]

How to – Use Calendar availability and avoid ping-pong while planning your meetings.

How often have you been faced with situation when you schedule a meeting trying to offer time slots that will suit all participants again and again? Do you recall how tough it was? How many iterations does this usually take? Have you ever thought about how you can avoid this nightmare? SmartCloud Connect has added the Calendar Availability feature – the ability to offer a bunch of slots in which you’ll be available for a meeting or call. You don’t need to create a series of meeting requests guessing the right time. Look how it works. While you're creating a new email or writing a reply, click the Calendar icon in the bottom right corner:   In the pop-up window you can add details about a location of a planned event (1) and also tick the check box “Share with Salesforce” (2) if you want to save it with Salesforce. Now click one of  the “Open Calendar” buttons: Here you can see [...]

Dreamforce 2016 Key TakeAways From Vlad Voskresensky, Invisible CEO

Dreamforce is one of most iconic events in the IT world, setting up trends for the upcoming years. It was a great opportunity for our team to show our product, meet customers and friends. We also got the chance to see our competitors, learn new things and visit an amazing Dreamforce Gala party, where U2 was giving a special concert. Today our CEO Vlad Voskresensky shares his key impressions from Dreamforce. Corporate automation (CRM and beyond) It’s actively moving from a “system of records” concept to a “coaching” concept, providing insight and analysis. There is a ton of data in various forms being accumulated by modern corporations. The promise is that instead of generating complex reports and trying to find answers themselves, users may benefit from the intelligence of corporate automation. This allows data driven conclusions to be made automatically and presented to users in the right time and manner. Salesforce and many other vendors are trying to apply machine learning or [...]

Percentage Improvement Calculation | How SmartCloud Connect helps to benefit more from Salesforce and boost productivity of Your Team

Starting the implementation of a new CRM project every business has concerns about when its investments will be paid off. It doesn’t matter how quick the project goes to production and how much revenue you get if you still spend money on ineffective operations in non optimized processes. You can have much profit if you calculate estimated ROI before the project starts based on historical data and expected project costs and then compare it with your company performance, which you want to get after project implementation ends. Today we share our basic indicators for SCC ROI calculation, which we collected from our customers - early SmartCloud Connect adopters. Using sales performance data before they implement SCC they were able to calculate the major improvements they’ve got after the implementation. Shortening deal closure time by 25% SmartCloud Connect speeds up the sales process from the first contact with the prospect to signing a contract and closing a deal. Most influencing factors: Ability to [...]

How – To | Use CHATTER and Get an easy way to cooperate with your colleagues

Enterprise social shows steady growth during the last few years. Due to popularity of Facebook and other social networks, people communicate more and more with each other, - share photos and thoughts, make friends, searching for jobs etc. - in this virtual world. Many researches reveal that people who actively use social media in their personal lives are more likely use it in the office. This rising trend pushes companies to implement respective software in business and integrate it with corporate legacy systems. Enterprise social software platforms can provide many helpful features like user profiles, chats, wikis, groups, threads, file storages etc.  Numbers of organizations use social platforms to support communications in sales, service and customer success departments, as well as to organize interactions with customers or cooperate with partners. During enterprise social software implementation companies often face two common problems – lack of integration with existing business software and low user adoption. That’s why Salesforce provides its own enterprise social platform [...]

CRM of Things

Even 10 years ago it was hard to imagine what our world would be with the development of the Internet and technology. They touch almost all business areas and make them to evolve together with new trends appearing. One of the most recent emerging trends that’s going to make a revolution in business is the Internet of Things (IoT) – when everything can be connected to the Internet: equipped with sensors, smart things can exchange data, making our lives easier. Gartner named the Internet of Things the fifth driver of CRM systems together with cloud, social, mobile and large data. It predicts that there will be more than 26 billion devices connected to the Internet by 2020! IoT rapidly changes our understanding on how to market, sell and service goods. It truly offers huge opportunities for companies by changing the way they can get know their customers in order to provide them better goods and services. IoT allows us not only to [...]

SmartCloud Connect announces new features!

SmartCloud Connect is a cloud application that provides a “smart window” from Outlook or Office 365 to Salesforce and synchronizes business information between Salesforce and the users Mailbox. It requires no special efforts to get enabled - anyone with Salesforce and Office365 (Outlook 2013+) accounts can enable it without involving an IT specialists or administrator. SmartCloud Connect offers a wide range of tools, which allows you to perform daily business tasks without leaving the familiar Outlook/Office365 environment and switching to Salesforce. It’s easy to upgrade and maintain the application – since it’s in the cloud, new features are simply added to your mailbox automatically, as soon as we release them! No need to switch to a new version or re-install the product – you can start using new features immediately! So, what’s new in SmartCloud Connect? First, we improved Magic Pixel - a simple code embedded into your email that the recipient does not see, but it gives you insight into your [...]

How to turn your clients into brand advocates?

How do you start when you want to buy a product or service? We guess by searching the Internet. You try to find reviews and opinions from other customers who have already bought the product from a certain supplier and have used it for some time. With the Internet you have full access to all the information you need to make a decision and only one click of the mouse is needed to make a purchase.   According to Nielsen research, 92% of consumers say that the most valuable insight on buying a product is that in which they get from people they know and 70% also trust opinions posted online. Thus today in our highly-connected world it’s not enough just to gain customers to succeed in your business, you need to turn some of them into brand advocates.   These people should be really loyal to your company, they have to share your brand culture and be connected with your brand [...]

March 24th, 2016|Sales

How to write an email when a prospect is not ready to buy?

From statistics in B2B, more than 50% of inbound leads are not ready to buy when they first inquire about your product. But eventually, if developed properly, three quarters of these leads can be converted into opportunities. How to “worm” them up and push them to close the deal with you? The answer is the lead nurturing. Lead nurturing is a process of building relationships with potential customers even if they are not ready to buy your product right now. It aims to increase prospects awareness and their loyalty to your brand and products. According to Forrester Research, organizations that use lead nurturing properly can generate 50% more sale-ready leads for 33% less of the cost.   One of the main and most powerful marketing tools today is email. It’s an effective tool to reach out your prospects which can provide a really high conversion rate if you deploy the right nurturing strategy. Emails that were sent within the nurturing campaign are [...]

March 17th, 2016|Sales

10 must have apps for sales in fields

Today we offer you our version of the top 10 Salesforce mobile applications, which can help sales and service employees complete their tasks and stay productive even where they are away from the office.   1.     Apptus Apptus CPQ allows you to manage prices, quotes, discounts, incentives, proposals and other sales documents. You can quickly find products and services and craft even complex configurations, generate quotes and proposals, close deals etc. It has built-in analytics and intuitive workflow, so the sales reps always stay involved in the company’s business processes no matter where they are. Starting at $35 per user/month.   2.     CamCard CamCard is a professional business card reader and scanner, which allows you to quickly capture any card, recognize it and save it to your smartphone. You can exchange e-cards with people at trade shows or seminars, as well as share them with your colleagues, set reminders, add notes and other important information. CamCard also offers other useful features, for [...]

March 14th, 2016|Sales

Does old school selling work today?

In the new era of online selling, the question we’re discussing more and more frequently – does old school selling methods still work today? With the migration of business to the Internet, companies are focused on new opportunities for promoting and selling their products and services through web-sites, social media, network ads, emailing campaigns etc. However, they are also faced with a new reality of  challenges: sales became less aggressive  - customers decide when and how they want to communicate; sales reps are no longer the main keepers of the information  - customers can easily find and compare different opinions and make decisions based on their personal experience and awareness; sales reps step in to the deal later and can’t drive the sales process from the beginning – customers research information about the product they need and go to the company when the decision is almost made.   But some things never change – anyway you need to convince the customer to [...]

March 11th, 2016|Marketing, Sales

How to increase lead conversion?

Lead conversion is the corner stone of marketing. You can run a great and attractive marketing campaign, but if you can’t convert leads into opportunities you’ll waste your time and money since you won’t get an increase in sales and your campaigns don’t pay-off. Do you know that if you increase your lead conversion rate from 2 to 3% you will have a 50% increase in sales? So you need to understand how much you need to grow your lead conversion in order to gain that certain boost in sales. Here we share with you several tips on how to grow your lead conversion fast. 1.     Qualify your leads. You need to understand what you should do with leads you’ve acquired during lead generating campaigns.  Depending on what feedback you’ve got, you can understand how to process your leads and what steps should be next.  You need to filter out leads, which can be further developed by the sales team, from leads, [...]