Insights from the experts
Kevin O’Malley of SalesLoft debunks the common sales development myths that more leads mean more opportunities, email blasts are the answer to numbers problems, and the ideal client profile is the key to success in Account-Based Sales Development Myth-Busting: Watch for These 3 Conversion Rate Killers.
Ruairi Galavan, content marketing manager at Intercom, emphasizes the importance of conversation and personal interactions in 21st century customer support in Support With Conversations, Not Tickets.
Daniel Burnstein, director of editorial content at MECLABS Institute, analyzes the 2014 holiday campaigns of Amazon, Apple, and WalMart and provides marketing strategies for the upcoming holiday season in Ecommerce: 6 takeaways from a 42-day analysis of major retailers’ holiday marketing.
Tina Nguyen of ToutApp explains how social selling can help gain buyers’ trust in Is Social Selling Relevant to Your Target Industry?
Cambria Davies of HubSpot identifies the best shortcuts for Outlook to save time every day in 25 Actually Useful Outlook Shortcuts To Save You 15 Minutes A Day.
Recent company milestones
Major hires and promotions
Expansions and relocations
Acquisitions and partnerships
Marriott International (Annapolis, MD), a hospitality company with more than 3,900 properties worldwide, acquired Starwood Hotels and Resorts (Stamford, CT), a rival hospitality company with 30 brands (Financial Post).
Upland Software (Austin, TX), a leader in cloud-based enterprise work management applications, acquired Ultriva (Cupertino, CA), and added a suite of cloud-based supply chain work management applications (Upland Software press release).
Konica Minolta Inc. (Tokyo, Japan), a technology company, and AIA Group Limited (Hong Kong, China), a pan-Asian life insurance group, announced the “AIA - Konica Minolta Digital Health Accelerator” in Singapore which will support entrepreneurs and businesses in their attempts to integrate data to healthcare delivery (company press release).
Brentwood Associates (Los Angeles, CA), a private equity firm, partnered with J.McLaughlin (Brooklyn, NY) a multi-channel retailer of American sportswear to expand its market presence (company press release).
Sales fact of the day
We learned from Salesforce IQ at Sales Stack that close rates increase a whopping 15x when a prospect gets a phone call within 10 minutes of signing up for a trial. That’s a pretty huge increase, but figuring out how to nail a tailored pitch within that window isn’t trivial. We’ve broken down the tools available to SDRs that move the process along, from TinderBox to LinkedIn, in The Unbundling of the Sales Rep.