Today we’re announcing the general availability of Microsoft Viva Sales on October 3, the first Viva application designed to improve the employee experience for a specific role: sellers. Read more
Excellent CX encourages your customers to purchase your products, be repeat customers, and recommend your brand. So how do we live up to these customers’ expectations? Read more
At the announcement of Microsoft Viva Sales, Paul Greenberg, Founder, Managing Principal, The 56 Group, LLC, often called the “Godfather of CRM” and has written a book, CRM at the Speed of Light, and I were chatting about the state of customer relationship management (CRM) market and the innovations in the last 20 years. One area Read more
Selling isn’t easy. If you were to take five minutes to ask a salesperson what makes selling so challenging, you’d quickly find that you don’t have nearly enough time to cover it all. One thing is constant for sellers—time is in short supply. In a day, sellers are managing leads, tracking performance metrics, and collaborating Read more
If sales were simple, then every seller and every sales organization would be successful. But there’s more to it, especially in the current landscape. We’re seeing a fundamental shift in the way customers want to engage—instead of relying only on direct contact with sellers, customers more frequently use digital channels to get answers to questions Read more
Where and how we work has changed. The hybrid work environment is here to stay, and with it, comes a new set of demands on our sales organizations. The tools that sellers are currently using are not helping meet these new demands. Yesterday’s tools don’t serve our modern objectives. Sellers can’t afford to work in Read more
2021 has been an interesting year as we embrace the new hybrid world while bringing back the best practices from our old life and work style. With all these changes, the need for products and services to adapt to our new norm has become more important than ever. Sales organizations need solutions that are fluid, Read more
In today’s digital landscape, sellers face new changes at a rapid pace, making it more important than ever to be equipped with the right information when connecting with customers. The sales journey is like a game of strategy—you have to carefully deliver the right details at the right time in order to successfully provide great Read more
Most companies use sales pipeline data to gauge a very generalized picture of future sales. But imagine if your company’s data was accurate enough to predict next month’s revenue within a few cents? If an organization can standardize on top-performing sales processes and establish an accurate, targeted picture of the customer, pipeline data becomes far more reliable—and future sales become far more Read more
Customers are looking for connected business applications to increase productivity and agility. With digital selling, it’s imperative to have a landscape of work tools that orchestrate seamlessly across a seller’s workflow. For the best outcome, solutions must offer automated and integrated workflows, enhanced with prescriptive, yet configurable intelligence. The combination of Microsoft Teams, LinkedIn, and Read more
It comes as no surprise that today’s world is driving a seismic shift in B2B sales. Customers are rapidly adopting digital buying behavior, and sellers are feeling the pressure to reinvent themselves. Organizations must commit to empowering and enabling their sellers if they want to adapt to the new landscape and remain resilient in their Read more
Think about the time spent between the moment you open an email or chat, find, and reply with the requested information, and then get back into the flow of your work. Add up those minutes-long interruptions, and you begin to realize why we often can’t finish everything on our to-do lists. We want to dramatically Read more