InterConnecta Blog

Category: Sales

Why Your CRM Should be Fully Integrated?

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Having a good CRM system means it should include all costumer lifecycle, form end to end. It should be the hub of all costumer activity across all platforms and channels: project and inventory management, survey responses, email, telephony, etc. Using  one or more external applications can “bring about a downright tsunami”. Centralizing all the information of  Read more

What’s in Your Sales Stack?

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SMB teams are finally able to leverage the same level of technology as large enterprise sized company’s. Amazing Software-as-a-Service (SaaS) sales apps are coming to market at a rapid pace and they’re affordable. These focused apps are leveling the playing field between the enterprise sales engines and the little startup, and unlike your traditional sales  Read more

5 Ways To Reduce CRM Costs

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With most popular CRM platforms now in the cloud, monthly (or yearly) pricing is the rule. A few extra users, some add-ons here and there, and all of a sudden you’re paying more than you think you would. After dozens of implementations, here are my Top 5 ways to reduce CRM costs.   Use Free  Read more

Analyzing the Sales Opportunity Pipeline

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There’s another common sales leader and executive function: regularly reviewing the sales pipeline. Early in the startup lifecycle, the sales pipeline is often more sporadic as the sales stages and process are being developed. Then, as the sales process matures and there’s more operating history, the pipeline becomes an importance source of forecasting. Here are  Read more

Mapping Out the Sales Stages

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Mapping out the sales stages is much more important than the search for a repeatable customer acquisition model and the search for product/market fit.  Now, the sales process should start with a discovery call, here’s an example of the stages in a sales process: Discovery Demo Trial Negotiation Won / Lost There’s a balance with having the stages  Read more

Fishing for B2B success: How to use AdWords to “land a big one”

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Many businesses are looking for the big catch by AdWords but as in fishing, is better to catch small fishes rather than no fishes at all. The key in AdWords isn’t the money invest in it, is the keywords you choose to invest your money. Jacob Baadsgaard, in Search Engine Line, listed 4 tips to land  Read more

5 Simple Ways to Optimize Your Website for Lead Generation

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Optimizing your website to generate leads is a no-brainer. But it’s not as simple as throwing a “click here” button on your home page and watching the leads pour in. Instead, marketers and designers need to take a more strategic approach. In this post, we’ll go over some quick ways you can optimize your website  Read more

Modern BANT Sales Qualification

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If you’ve worked in Sales in the past then you’ve heard of the BANT criteria as a way to qualify prospects. BANT (budget, authority, need, timeline) has been around for decades and many sales professionals like it for its logic and as a great starting point in the absence of a more specific methodology (most sales people  Read more

New Product Categories Require Salespeople

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  While it’s awesome to read about companies like Atlassian getting to $100 million in revenue with no salespeople, the reality is that almost all B2B tech startups require salespeople. Why is that? Well, 9 out of 10 timesit’s a new product category and new product categories, by their very definition, don’t have an existing base  Read more

Buying a Company Just for Lead Generation

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  Two years ago Vonage bought Vocalocity for $130 million to expand into VoIP for businesses. When talking to the founders of Vocalocity several years prior to the exit, I learned that their primary driver of growth in the early years was helping third-party VoIP lead generation sites get better at generating leads, which in turn resulted in  Read more

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