台灣企業數位轉型部落格 - Taiwan Digital Transformation Blog

  The most successful salespeople don’t rely on luck. Learn more about the the winning routines that help them consistently close deals. Editor’s note: This is one of our most popular articles, so we’ve updated it to keep things fresh and relevant. The most successful salespeople don’t rely on luck. They’re disciplined about building relationships, optimizing their sales funnel, and automating their processes – regardless of whether they’re  selling from home  or in the field. Rather than hoping for sporadic wins, these productive sellers create winning routines that help them consistently close deals. In this article, we explore eight ways to upgrade your everyday selling routine to be more productive. Sales success doesn’t hinge on what you do here and there – it’s about the habits and patterns you adopt every day, so think about how you can use these tips to craft a more effective, repeatable selling motion. 1. Proactively disqualify prospects Productive salespeople fo...

  Since the start of the COVID-19 pandemic, you’ve probably come to expect the unexpected. But how are you supposed to adapt to it in your job as a sales rep? “As a salesperson, when you pick up the phone, you really don't know what you’re going to hear on the other end,” said Salesforce executive Alison Gooch, who leads company  sales development  efforts. Your prospects might be at wit's end reminding their first-grader to sit still for virtual school. Or they might be worried about an aging relative in another state. Or their partner keeps grinding coffee beans right next to their workstation at the kitchen table. Whatever the case, reps need a mix of hard and soft sales skills to meet this moment. You need to see things from your customers’ point of view, and find a way to make virtual communication feel personal and human. You must also know how to act on hard data and strategize in an environment that is always changing.  The following are the five top sales sk...

Doug Camplejohn is the Executive Vice President and General Manager for Sales Cloud, the world’s #1 sales solution.    E-commerce is going to replace salespeople. That was a personal prediction I made 20 years ago when I started my first company. Educated as an engineer, I naively thought technology would make the sales profession obsolete. I was wrong. In the decades since, I’ve run a handful of startups, learning firsthand how vital the sales team is to a company. The best salespeople care deeply about solving customers’ problems, and their work is the blood pumping through the veins of the company.  But their job is really hard. And it’s constantly changing. That change is especially apparent this year, as selling goes virtual and buyer habits shift. Released today, the  fourth edition of the State of Sales report  captures insights from nearly 6,000 sales professionals worldwide. Our research surveys reps, sales ops, and leadership on recovery and growth in ...

  Kaleem McGill is a Solutions Architect at Offprem Technology, a consulting company specializing exclusively in Salesforce implementation. He’s also a  Salesforce Trailblazer  and a 2020  Salesforce Marketing Champion . This post is part of our  Moment Makers series , which takes a deep dive into how marketers use technology to build data-driven customer experiences that feel natural, relevant, and right on time.    The words “hiring freeze” imply hitting the pause button on all things related to recruiting. But that shouldn’t be the case at all. Building relationships with strong candidates should still be important even when there are no open roles. You just have to be more strategic about it. I learned this firsthand earlier this year when I worked on a staffing company's candidate services team. The company had implemented a hiring freeze, but they wanted to position themselves to fill open roles as quickly as possible once they could lift it. My ...

  Kaci Smith is a regional vice president at Salesforce, covering customers throughout the Bay Area and Silicon Valley. Prior to Salesforce, she managed a sales team at Pearson Education. The best salespeople stay close to their customers. But COVID-19 and the resulting work-from-home policies have quite literally put distance between us and our customers. We can no longer celebrate successes at a nice dinner. Nor can we meet in person to shadow a customer as they outline some of their process challenges. And who knows when we’ll be able to “shake on it” again! If you have suddenly found yourself a virtual seller, you’re not alone. As my team and I have adjusted to this new reality, we’ve relied on Sales Cloud to help us close that distance between us and our customers, remaining deeply connected to them. I asked account executives, Sales Cloud staff, and members from our  Trailblazer community  for their best advice and pro tips to grow your revenue while selling remotel...