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June 2015, Volume 3, Number 3

Sales management software helps teams get a jump on leads

Rich Lucia remembers when swagger and simply being there were all salespeople needed to succeed. The consultant and speaker, who held sales positions at IBM and Exxon Mobil Corp., lived through a time when salespeople knew more about their products than anyone else did. Not anymore. Today, technology buyers get free information from corporate websites and news outlets as well as from colleagues and social media. Survey data from Google and research outfit The CEB indicates that customers typically are 57% of the way through the sales process before reps even communicate with them. To survive in this climate, sales teams need tools such as sales management software to target prospects more accurately before reaching out to them. Docurated, which sells content retrieval systems that help sales reps search across multiple data repositories, uses LinkedIn to target prospective customers and monitors Twitter to learn about their interests and any content they may have published. But it's hard for sales reps to master the language of ...

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