Sales – making connections with the right tools and methods

Modern sales can be a myriad of ways. It can be a face-to-face customer meeting or a new connection on social media. It can be a digital live demo or a business brunch to exchange ideas and solutions. The modern sales rep juggles digital and analog tools to create long-lasting relationships.

However, due to the growing independence of customers regarding their decision phases, reps need to find new ways to reach their audience. More and more customers do their research online and collect information long before they first contact a sales rep. That’s why business units need to work closely together and find new ways to engage customers and provide them with the right information – on all channels.

The ec4u blog informs

  • How modern communication has become more asynchronous and what that means for reps.
  • Why Outside and Inside Sales are no longer different units of a sales team but need to work together and learn from each other to connect with customers.
  • How KPIs like the Share of Wallet can help you understand why customers make a purchasing decision (and how to use this insight).

Modern sales needs a modern platform that offers the right tools, intelligent reports and individual dashboards to stay ahead of market changes, keep Key Performance Indicators in view and adjust flexibly to the ever changing customer behaviors. Find out more on our info page.

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And now: enjoy our blog

surprise box full of confetti

Customer relationship management software is mainly known as a customer database, but a good CRM system can do a lot more.

wooden figures representing personas

The growing possibilities of data analytics create new possibilities for customer insights based on data. Is this the end of the classic buyer persona?

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Abacus

In the CRM or sales environment, the term „CPQ“ is being used more and more frequently, but what exactly is behind it and why and how is it used?

a small toolbox on a laptop keyboard

Both forkThe correct use of sales tools is the basis of successful sales work according to LinkedIn’s „State of Sales“ report. But what tools lead the way?

visual of sales people working

With the growth of digital channels, the amount of communication channels for sales is also growing. The boundaries between inside and outside sales are becoming increasingly blurred.

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smile emoji

More and more companies implement CRM software but what do they want from their CRM vendors?

Person packing a package.

More and more companies decide to implement a CRM system. But proper customer relationship management needs a software that can do it all.

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Messenger Apps

One of the biggest challenges in modern sales is the evolution of customer communication. More and more digital conversations are asynchronous which makes the „right moment“ to make a sell hard to detect.

Golf ball close to the hole

Since a few years now, CSO Insights releases an annual report on sales performances. This year, around 900 sales executives were surveyed all around the globe. We wrote about the most interesting findings.

Wallet, glass of water and a watch on a table

Since marketing for existing customers is gaining more importance and methods like account-based marketing see each B2B-customer as a single market, it’s time to look at market shares in detail.

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