Tuesday, July 28, 2015

Top 10 Sales Book's To Read This Summer, Best Selling Tips To Improve Your Performance



Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Sunday, July 12, 2015

5 Tips For A Successful Salesforce Implementation, How To Use Salesforce Correctly!



Top Salesforce Tips

So you’ve implemented Salesforce and have begun your Salesforce journey! So now what? In brief here’s 5 steps to Salesforce Success…

1. Unclutter Salesforce is a huge platform and it is easy to fill it up with information without having a regular clean up. It is often the case that Salesforce page layouts become cluttered and users see too much irrelevant information. Solution 1: Field Tripp App Field Trip 5 Tips For A Successful Salesforce Implementation Don’t run around asking users what fields they do and don’t use. Field trips allows you to run usage reports on all standard and custom fields, so you can see exactly which fields are and aren’t adding value. Solution

2: Profiles ext 5 Tips For A Successful Salesforce Implementation The next step is to make sure that your profiles are correctly assigned and that page layouts are changing based on the logged in user. This will make sure that people only see the information relevant to them on any given page, saving a whole lot of confusion and page scrolling in their day to day routine. 2. Data Data quality is a huge part of the CRM success story and is easier than people think to stay on top of. Solution 1: DupeCatcher App dupecatcher 5 Tips For A Successful Salesforce Implementation DupeCatcher allows you to set rules up for catching data duplication on the front end (as users or systems add records into Salesforce). You can set up warnings and merge options based on users so they are aware when they are entering duplicate data. Solution 2: Address Tools App provenworks adress tools 5 Tips For A Successful Salesforce Implementation Address Tools ensures consistent country & state entry with validation and an auto-complete pick-list.

3. Automate Wherever possible use Salesforce to automate tasks and communication for both customers and employees. Solution 1: Workflows Talk to the different departments and figure out what processes are long and manual. Then use workflow rules to automate these steps. Solution 2: Pardot pardot logo 5 Tips For A Successful Salesforce Implementation As a Pardot user it would be rude not to mention marketing automation.Ok so Pardot is the only one that does come at a cost – but it is worth it! Use Pardot or similar to create drip campaigns and gain insight on where prosecpts are in the buying cycle. This is highly valuable as Sales reps will know not to waste their time calling leads which aren’t ready yet. Integrating data between Pardot and Salesforce also allows you to automate the lead assignment process so only marketing qualified leads are passed to Sales, determined by the prospects grade and score.

4. Explore Salesforce is huge. It’s a full time job staying on top of features from new releases, Apps on the AppExchange and the product eco system that revolves around your Salesforce.com system. Solution 1: Salesforce Administrator An internal administrator should be attending webinars and events, learning new skills and attending training and certification sessions as often as possible. The AppExchange is a great hunting ground for solutions and a good place to start. Solution 2: CloudSocius CloudSocius Logo Hi Res 5 Tips For A Successful Salesforce Implementation If you don’t have either budget or need to hire a Salesforce resource internally, then you need to talk to us and about our Salesforce Managed Service. This service provides you with your own Salesforce champion who will take care of your Salesforce org – unlimited support at a fixed cost. Better still it will cost you approximately a third of the cost for an internal hire. Get in touch with us today to find out more.

Step 5 – Monitor Reporting is at the very heart of Salesforce and CRM as a whole. What good is all this information if you can’t then accurately use it to make good business decisions? 1. Start at the top – find out what your executives need to know to keep the business running. What are their key metrics? 2. Capture the right data - Your reports and dashboards are only as good as the data behind them so planning is the key to capturing and displaying the correct metrics. 3. Build your reports – Start with out of the box Salesforce reports and learn the different reports types from there. 4. Build your Dashboards - The key to building dashboards your colleagues can’t live without is to match the dashboard metrics to a compelling business metric.

Article Link


Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Wednesday, June 24, 2015

Social Selling Stats For Being Successful in 2015!



Social Selling Statistics


With the new age of Selling tactics ever changing, stay up to speed on what's going to get you to quota each month. These statistics are eye openers to most and should change the way you sell in the future.

The days of making 100 calls are over, not to say that doesn't work but depending on your targeted markets and decision makers, most reject the notion of calling till it counts philosophy.


*78% salespeople use social media to sell more
*Cold Calling has a 2.5% success rate
*62% salespeople who don’t use inbound social selling miss their quota
*98 out of 100 reps who have 5000 LinkedIn contacts or more reach or surpass sales quotas *Globally there are over 1.5 Billion social media users
*LinkedIn has ¼ of a Billion users
*77% of B2B purchasers said they would not even speak to a sales rep until they had done their own research
*55% of all Buyers do their research by using social media
*By time sales rep gets involved 90% of selling process could be over/done with
*73% sales reps found LinkedIn valuable in selling *Only 31% reps use Social selling currently


Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.


Tuesday, June 9, 2015

How Telecoms Can Adapt To IOT Internet of Things



Internet of Things

As the Internet of Things continues to evolve, many companies, especially network operators, are struggling with rapid increases in data volume. Data load predictions of 24 – and even 12 – months ago have long been surpassed. This creates a tremendous amount of strain on infrastructures that did not predict the dramatic increase in the amount of data coming in, the way the data would need to be queried, or the changing ways that business users would want to analyze data.

Mobile network operators such as Verizon, AT&T, British Telecom and China Mobile are attempting to manage massive loads on systems that were designed, on average, five to 10 years ago. Those systems contemplated a certain load based on the number of devices on the network and the nature of how those devices were used. Call centers are bearing the brunt of this, from the explosion of mobile and other connected devices hitting the network to the ways they use the network.

Article Link


Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Wednesday, May 20, 2015

Traditional Selling Vs. Social Selling Techniques for Sucess!

With a Success rate of only 2.5% vial cold calling, Social Media is the way to go moving forward!
Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.


Saturday, May 9, 2015

Closing: Winning Sales Tips for Closing Effectively in 2015



Among the things that deserve some focus is closing. Whether the close is a client call, meeting, contract renewal or extension, or a new partnership or business agreement, each is an important transition point from the end of something to the start of something else. Done well, closing positions you for success, reinforces client confidence, and sets you up to execute on client expectations. In my coaching and classroom work this year, I continued to see confusion and struggles around the topic of closing. To help you or your team close sales meetings more effectively in 2015, let’s look at:

1. A readiness to close checklist

2. Winning practices

3. A process for closing any meeting effectively

READINESS
Closing a meeting or deal often gets fumbled due to several common missteps. See how many of the following questions you can check off with a “Yes.” Have you: – Defined the close or the commitment(s) you will be seeking at this meeting? – Shared and validated the close with your team? – Decided who will close? – Overcome self-limiting obstacles, such as:
• Concerns about coming across as pushy, confrontational, or icky (sure, that’s a word)?
• Believing that clients close themselves?
• Using a presumptive close?
• Rushing to close based more on self-confidence than on client-based facts and feedback? – A full appreciation for the importance of closing well — for you, your organization, and (often forgotten) for the client?

BEST PRACTICES
If we can agree that business relationships are advanced when every client or prospect interaction is ended professionally and completely, here are some reminders on best practices that lay the groundwork for an effective close that you, your team, and your client can feel good about:
Prepare:
• Define the team’s goal for this meeting — i.e., ask for the business, a referral, or a next meeting, etc. Be specific, put timing around it, and don’t keep it to yourself. Winning teams arrive at key sales meetings fully informed and aligned on the mission.
• Assign lead responsibility for this part of the meeting or pitch. Once accepted, be willing as a team to role play this a few times and share feedback. Even if the person making the ask is your CEO? Especially in the case of a senior, many of whom don’t receive the honest feedback they need to accomplish the team’s mission.

Article Link


Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.


Thursday, April 30, 2015

1.1 Trillion in B2B Sales Will Be Conducted Online by 2020



First came the prediction that one million B2B sales jobs (mostly transactional "order takers") would be net displaced by 2020. Now new research from Forrester estimates that $1.1 trillion in B2B sales will take place over the internet by the very same year.

This doesn't come as a shock considering buyers' preference for buying online. According to a Sullivan survey, 88% of executives purchase business products online today. More surprising was the fact that 49% actually based their decision on what offering was easier to buy virtually.

Do stats like this toll the death knell for sales? Maybe for old school "order taker" salespeople, but certainly not for the category as a whole. Andy Hoar, principal analyst at Forrester, argued that there will actually be an increase in consultative salespeople in the future, who can explain abstract concepts and help buyers tackle business problems. Reps who'd like to have a job in the coming years would be wise to start developing their consultative skills now.

Article Link



Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.