ConquerBlogs Resource Library

Traditionally, sales engagement platforms have been applications that require a bi-directional sync with your CRM to share and update prospect and customer data and records. This may not initially seem like an issue but it often leads to data in your CRM not being tracked accurately all the time. Inaccurate CRM records can lead to inaccurate CRM reports, which can ultimately hinder your ability to make critical business decisions based on your sales data and information. To eliminate this pain, we built our sales engagement platform, Conquer Cadence, directly in Salesforce - making it the...

What is it? Cadence refers to “a flow or rhythm of events.” In sales, those “events” are interactions with prospects, typically referred to as touchpoints. Once you make contact with a prospect, how often do you touch base with them without verging on obnoxious? Keeping a good sales cadence is a delicate art, and it often looks different from one sales process to another, and sometimes even one sale to another. A good sales cadence provides a standardized procedure for keeping in touch with clients so that it’s easier to track where each client is in the sales process. What are the best...

In the world of customer relationships and business, companies are being urged to use both Customer Relationship Management (CRM) tools and a Sales Engagement Platform (SEP). Some might ask why you need both, and what's the difference between SEP and CRM? Here's some of the reasoning behind adopting both solutions in your enterprise business architecture.   People and Processes One of the key differences in the Sales Engagement Platform vs. CRM discussion is that CRM is centered more on identities, and SEP is focused on a pipeline process. Where a CRM is “record-focused”—its main...

In 2021 and beyond, the top sales trends are all about leveraging technology, not for added complexity and platforms, but to actually optimize technology for simplicity. Below, we explore four main principles that serve as a guide for revenue leaders across all industries. You’ll see a continued emphasis on leveraging and simplifying the tech stack, using today’s modern sales engagement process as the north star. The four guiding principles for fixing what’s broken in digital sales are: Not just aligning sales and marketing, but ingraining them together Derive real business value from big...

The Covid-19 pandemic triggered what many are referring to as the “world’s biggest work-from-home experiment” and KPIs were one of many things undergoing considerable change. By early March, millions of Americans were forced to leave their offices and work-from-home. For most, this occurred within a 24 to 48-hour timeframe, creating a wide spectrum of complex challenges — both in terms of sales teams and their managers. While previously only 7 percent of U.S. workers had the option to work remotely, in response to COVID-19, approximately 66 percent of employees currently work-from-home....

Following the recent lockdown measures and work-from-home strategies, the role of outside sales reps dramatically shifted. Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. To ensure the ongoing growth and success of your company, you must adjust to the new normal and come to terms with the fact that your business model has now changed. Your go-to-market strategy will continue to change and if you do not adapt, you will be left behind.   We Have Been...

Managing remote sales teams is now the new norm. As leaders across inside sales and field sales adapt, there are a few key differences to be aware of. How can you manage a remote sales team and still maintain the same performance as pre-COVID-19? Rewind a few months and this was uncharted waters. But today, managing remote sales teams is the new norm. Although remote work was already steadily on the rise, following recent events, we essentially jumped into the future overnight. Although this has forced companies to make swift changes and push sales managers to adapt, the benefits of...

We’ve reevaluated the strategies and tools needed for successful sales management as more companies settle into a new working environment for the long haul. One thing that hasn’t changed: sales managers are still instrumental in the growth of company revenue. They observe sales practices at ground level, set goals, implement strategies, and track the numbers. The potential for exponential revenue growth lies with the sales manager’s direct line to sales enablement and sales operations. Productivity plays an important part in driving sales. The more efficient you can make your agents, the...

In this article, we’ve outlined six steps to help guide your organization through a digital sales transformation. These steps will maximize the effectiveness of your transformation initiative and help drive your sales team to new heights. The role of sales has forever been changed by technology and the digitalization of society. The days of closing deals on the golf course are long gone. To compete in today’s hypercompetitive market, revenue organizations must not only embrace technology—they must prioritize it as a mission-critical pillar of modern business. Sales teams are now faced...

Salesforce’s 2020 Edition of The State of Sales reports that 79% of sales reps say they’ve had to quickly adapt to new ways of selling, as they seek to gain access to new buyers and support customer growth in a completely new environment and across often less than familiar platforms and channels. At the same time, B2B buyers have come to expect a level of personalized, consistent experience similar to what they get from leading consumer brands. These types of positive, connected experiences happen when teams have meaningful context about each customer to help build a relationship that...