Is Inside Sales replacing classic outside sales?
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.
Survey: What do companies want (and need) from CRM software in 2020?
More and more companies implement CRM software but what do they want from their CRM vendors?
5 things, every modern CRM software needs to be
More and more companies decide to implement a CRM system. But proper customer relationship management needs a software that can do it all.
Sales communication: It’s all about the timing
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.
Sales Performance 2019: what makes a successful sales team? (Study)
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.
Share of Wallet vs. Market Share: Closer to your customers (infographic)
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.
6 reasons why CRM projects fail (and what you can do about it)
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.
Sales Performance Management: 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 …
Sales Performance Management: 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.
Sales Performance Management: Predictive Marketing Automation Part 1
In his previous interview, Mario Pufahl, CSO at ec4u, talked about cloud-based CRM and how it can help sales processes. Today, we talk about predictice analytics and marketing automation and what it means (or can mean) for sales and customers.