Cold calling is one of the oldest and most widely-used methods of increasing sales for any company. Despite its image of being an ineffective and time-consuming marketing activity, a lot of companies successfully leverage cold calling to drive sales.

The Reasons Why Sales Reps Spend Little Time Selling and in CRM

22% of Sales Representatives Utilize Time Management Practices

If you want to be a successful salesperson, you will need to be good at time management. According to a new study, most sales representatives spend less time on selling and more time on conducting activities. This study is based on over 720 sales representatives who were interviewed and/or surveyed. About 64.8% of their time is devoted to activities which don't generate any revenue while merely 35.2% of their time is spent on selling-based activities. Field sales representatives devote 3.1% extra time than inside sales representatives to selling activities.

New 'digital listening tools' are providing organizations with greater insight into the sales pipeline than ever before. By leveraging comprehensive, real-time analytics, sales reps can see how a proposal moves through the pipeline, identify all decision makers, and learn about customer hot buttons to keep sales on track.

Do you feel like your lead generation is successful? A recent survey shows only 13% of the marketing, sales, and business professionals who responded think so. 35% of those surveyed said the biggest barrier to lead generation success is the lack of quality data. Here are 3 ways to leverage a business database for lead gen.

The success of sales force automation software largely depends on its acceptance by the sales team. Find out how you can motivate your sales representatives to use the CRM.

Today customers are more informed -- they check prices, compare services and read reviews online before making a purchase. Advent of internet and thereafter of social media has completely transformed the way customers used to think/behave.