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

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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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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Banana peel

A CRM project is complex and covers many business units and stakeholders. If you want to prevent failure, you have to take common pitfalls into account. Our Swiss CEO Martin Stadelmann explains in this guest entry, how to overcome or completely avoid the biggest challenges.

Man at window, title: predictive marketing automation part 3

After covering all topics from trends to methods, tools and digitalization, we’ve no reached the last part of our sales performance management interview special with Mario Pufahl, CSO and sales expert at the ec4u. In this part, he describes how especially the marketing team can profit from marketing automation to help meet the demands of …

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Man at window, title: predictive marketing automation part 2

In our previous entry of the Sales Performance Management interviews, Mario Pufahl, CSO at ec4u, talked about predictive marketing automation and how it can help sales. Today, he explains, why marketing automation is a great way to create a common pipeline between marketing and sales and optimizing lead management.  

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