Go get em!
CEO & Founder
Today I am happy to announce that RepTivity is now free for everyone. If your company is using Salesforce.com and is looking to create some healthy competition and boost revenue, install our free app today. To learn more visit the AppExchange.
Go get em!
CEO & Founder
If your organization uses Salesforce.com then you've probably been on the AppExchange a few times. Choosing the right application add-on for Salesforce can be challenging. I've outlined a few suggestions you can use when selecting an application from the AppExchange:
1.) Difficult Deployment Equals Difficult Learning Curve: Add-on applications with long and complicated deployments will mostly result in a challenging learning curve for your users. Adding an application to Salesforce should not be as time consuming as deploying Salesforce itself. Look for applications which you can install yourself with minimal support from the vendor. This is usually a good sign of a well built application that is intuitive and easy to learn.
2.) Customer Reviews: Customer reviews offer some real value but I wouldn't place much weight on them. Sadly, some customer reviews are paid for, fictitious and misleading. One negative review for example can deter a prospect from evaluating a product that might be a solid fit for their organization. Don't be that person. Look past such reviews and evaluate the application and judge for yourself.
Have a great weekend!
Author: Ryan Lallier - CEO, RepTivity @RLallier
Look, I get it. Cold calling 5 days a week is draining, especially in the age of voice mail, e-mail and social media. For the majority of inside sales environments, number of phone calls is the most highly tracked KPI there is. The dreaded "phone report" makes many sales reps cringe. So what can you do when "hitting the phones" starts to become literally hitting the phones?
Here is a quick list of action items that may help you:
1.) Sign up for a Twitter account - If you're a sales professional you better be using Twitter as a vehicle to echo your message. Don't get crazy with sharing product promotions at first. Simply start out by 'Following" the companies and people you want to sell to. You'd be amazed at how much information you can obtain on companies via Twitter. Be sure to "Retweet" pertinent industry information that can help increase your Twitter presence and boost your following. Also include # tags when you Tweet and "Retweet". For example: #Salesforce, #Chatter, #ZohoCRM or #Microsoft. Here is a link to a great article: The Power of Retweeting: The 7 Reasons RT on Twitter
2.) Keep your emails short and sweet - Please stop sending your prospects long winded, three paragraph product pitches via email. You are wasting their time and most importantly your own. On average, it takes you fifteen minutes to draft an email and about two seconds for your prospects to delete it. Instead, compose an email with an attractive subject line and a body no longer than two sentences. When sending prospects emails, think mobile devices. What is your goal and purpose of the email? Example -
Subject: Regarding next Wednesday 10/26/11
Body: Mr. Thompson, are you available on 10/26/11 at 10AM EST to discuss implementing your trial of RepTivity? Should only take about 15 minutes and a great way to keep our momentum going.
That's it folks. Send an email with a goal and increase your chances of getting a response.
3.) Write a blog - A great use of your time is establishing yourself as a knowledge expert. Writing a blog not only promotes your personal brand it also promotes your company's product line. Provide quality content and you'll see an increase in readers and followers. The real reward is when your readers engage in conversations through "comments". For some excellent tips on writing effective blogs visit: http://www.problogger.net/how-to-write-great-blog-content/
I'm not a self proclaimed sales expert, sales ninja, sales trainer, sales coach or sales guru. I'm a guy in the trenches just like you. The above tips work for me and I really hope they work you! Email me anytime to vent or to bounce around ideas. firstname.lastname@example.org.
Here at RepTivity we use Salesforce.com as our CRM. Last month we ran a very basic contest where we used prospecting emails as the metric. The format of the contest was made up of two components:
1.) Use e-mail as the primary prospecting tool. We instructed our reps to keep their initial prospecting emails short and sweet. The goal was to either schedule a live call with your intended prospect or a web demo. You received 1 point for a scheduled call and 2 points for a scheduled demo.
2.) Track your contest and publicly recognize your achievers.This one is self explanatory. Obviously if you're using Salesforce.com we recommend installing our free app on the AppExchange.
Suggestions for contest rewards include gift cards. Here is a link to a great article discussing the benefits of giving gift cards to employees.
Good luck and let us know if you have any questions.
Ryan Lallier is CEO & Founder of RepTivity. His email is email@example.com