Social Selling

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26 Nov: 6 Tips That Will Drastically Improve Your Prospecting Strategy

Prospecting is one of the most effective ways to beef up your sales pipeline, ensure sales continue to flow and improve your bottom line. Unfortunately, prospecting can be a sales professional’s biggest nightmare.

Sales professionals usually avoid prospecting for two different reasons: they are too focused on short-term results, and they see limited immediate results from their prospecting efforts.

The good news is that with a little guidance and some new techniques, your prospecting efforts can improve and so will the results of this effort. The cherry on the pie is that you will come to enjoy prospecting, making…

20 Nov: The Sales Cloud Keynote: What you need to know.

Introhive team members watch the Sales Cloud Keynote from our office in Fredericton

After yesterday’s big opening Dreamforce Keynote, two important product keynotes happen today, the first of which was the Sales Cloud Keynote that just wrapped up.

Here’s what else you missed:Built on the Salesforce platform, Sales Cloud is an incredible tool for connecting apps, devices, and customers. Introhive was featured in today’s keynote for bringing important relationship insight and activities, particularly warm introductions, to Sales Cloud through the Salesforce App Exchange.

As with yesterday, Salesforce.com’s big announcement of Salesforce1 ruled the day. Salesforce1 is geared…

19 Nov: Missed the Dreamforce Keynote? Here are the points those in Social Sales need to know.

Whether you’re at the event or just tuned into the live stream, Salesforce.com event keynotes are always theater worth watching, and the keynote that kicks off Dreamforce usually sets the tone for the entire industry.

Between Huey Lewis and the News performances and some truly motivating and inspiring stories from Salesforce.com’s philanthropy, here are a few of the takeaways from this morning that those in sales and sales leadership need to know:

The biggest announcement from Salesforce.com this week also took up a great deal of the keynote. I’m talking, of course, about Salesforce1. Salesforce1 is an API loaded…

06 Nov: How To Meet People At Conferences

Dreamforce is less than two weeks away so I thought I’d share some thoughts about how to make the most out your time and accomplish something that most of us find difficult: networking. Even though I’ve been to a ridiculous number of events in my career I still have to work at meeting new people at conferences. Over the years some smart people have given me some good advice. Here are a few of the best:

Wear or carry something branded:

I always have something on or with me that has my company’s logo on it. For me it’s…

04 Nov: Make The Sale With These Tips On Being Insanely Persuasive

Have you ever pitched a prospect on a product or service that you knew would be great for their business, but got nowhere? If you’re like me, when you have these challenges, what’s the first thing you do?

Try to figure out what went wrong, right?

That’s what I did. Early on in my career, I’d spend hours trying to figure out what I did wrong so I wouldn’t make the same mistakes. I still continue to push myself to better understand the dynamics of prospect relationships and the trends that lead to a dead end. Over time, this…

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25 Oct: Five Movie Clips That Will Inspire Your Sales Team

Different things motivate individuals; we are motivated by job satisfaction, money, love, opportunity and professional acknowledgement. Although we all look for motivation in our own lives, both personally and professionally, it can be difficult to motivate our own self. We often look for inspiration in and from others.

The key to motivating your sales team is finding the unique factors that drive their performance. Selling is a tough job and can be difficult on our ego, self-esteem and energy levels. Identifying what excites your sales team, praising them on their accomplishments and lighting a fire under them can be an…

23 Oct: Top 5 Ways to Destroy a Customer Relationship

As a customer, you already know service matters, but as a company, you could easily forget. Here’s why you shouldn’t: Whether you sell clothes in a shopping mall or machinery to car repairmen, building strong customer relationships is key to business growth, across industries and across company styles. Nobody wants to buy from a company that treats them poorly—and that’s as true for B2B brands as it is at the corner grocery store. So with that in mind, here’s a look at the top five things you shouldn’t do when you want to build customer goodwill. When you understand…

27 Sep: Anatomy of a start-up sales deal (as told through animated gifs)

After a full day of reaching out to new prospects by email.

When I get passed a new lead.

One of the prospect’s becomes an opportunity.

Giving my first demo.

When legal and the client disagree on terms, I’m like

When the devs say I over promised to the client

The prospect says they’ll sign the deal tonight, but don’t. I’m like

When the signed deal is in hand.

When the rest of the team hear’s a deal has been signed.

When…

20 Sep: Why I love the Age of Context written by Robert Scoble and Shel Israel

At Introhive we love context. So much of what our platform runs on is context. It’s what makes insights delivered to our users extra valuable to them. So it would come as no surprise that I love Robert Scoble’s and Shel Israel’s latest collaborative masterpiece, Age of Context: Mobile, Sensors, Data and the Future of Privacy There are many reasons why I love this book. Here are a few of them:

Great framework setup: The book outlines the 5 key forces every entrepreneur should be reckoning with. They get it out of the way right at the beginning of…

18 Sep: 4 Reasons We Love Hubspot

One week ago, we posted about how we love the Salesforce AppExchange. We also love Hubspot. Over the past couple of years inbound marketing and marketing automation platforms have risen in popularity for their effectiveness of assisting marketing departments with demand generation.

Here at Introhive, there are a number of benefits that we see from leveraging the power of these kinds of platforms. In our case we use HubSpot, coupled with WordPress for our blog, to handle our inbound marketing efforts. Here are four of the benefits that we see from them:

Account Intelligence

One of the most beneficial…