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Launch Team Blog

How to Maximize Efficiency of a Small Sales Team | 7 Tips

Whether you’re a startup working through a product launch, or a large enterprise operating a small division, there will probably come a point where find yourself in the catch 22 of business growth: You need more accounts to fund a sales team, but you need more sales from your current team to get there. It’s through these growing pains that efficiency is paramount in your sales process. We’ve been helping companies overcome challenges like this for over 30 years, and we’ve got some tips to share from this experience.

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Topics: Inbound Marketing, Internal Communication, Sales

Salesforce Summer ’19: A Little Guide to the Big Updates

By now, you know that Salesforce is gearing up for its Summer ’19 release, which will arrive in North American orgs on June 15. As usual, the release notes for this update are very long, but they do include a number of exciting new features to explore. If you get a chance, we encourage you to go read them in full—but for those of you who simply don’t have time, we’re providing some especially notable highlights here.

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Topics: Sales

Breaking News: Critical Salesforce Issue for Current or Formerly Connected Pardot Organizations

FIX ISSUED: Update as of 12:00pm EST, 5/21/2019:

Salesforce is now stating that a fix has been implemented and the incident is being declared over for users outside of NA53, 57 and 59. Anyone still experiencing issues should submit a support ticket if there are any left-over permission issues discovered.

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Topics: Sales

The Next Gen Salesperson: What to Expect in B2B Complex Sales

Imagine a salesperson—what comes to mind? We all likely picture the cliché car salesman who is pushy, "all-knowing", always closing, and solely commission driven. We may even suspect that this is appropriate behavior for a salesperson. Now consider the last time you purchased a car. How much research did you do before interacting with sales? What did you want from that salesperson? Did you care most about the expertise to answer your questions or the willingness to move at your pace?

Although expertise is necessary for a salesperson's success, the strongest next gen salespeople understand where the customer is in the buyer's journey and how to help them continue on that journey. Customers have changed and it is important that your organization keeps up with new buyer needs—whether that means engaging the help of a sales consultant, integrating new sales technologies, or revamping the sales process all together. 

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Topics: Sales, Marketing and Sales Alignment

It’s Time: Switch to Salesforce Lightning or Get Caught in the Storm

follow our 3-step process to make the switch to salesforce lightning.

 

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Topics: Sales, CRM implementation

Salesforce Spring 19 Release: A Little Guide to the Big Updates

The Spring ’19 release of Salesforce is less than a month away. For those of you who haven’t had a chance to browse through the official release notes, here’s a quick rundown of the most important new items for this first update of 2019.

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Topics: Sales, CRM implementation

Maximizing 2018 in the 4Q: Tips to Optimize Your Revenue and Profits

Quick Wins for the Last Quarter

Welcome to 4Q, where we’re planning for 2019 while trying to close out 2018 strong. Especially in sales and marketing for manufacturing, where we’re balancing capacity, booked revenue and shipped revenue targets, it’s a challenging time. For better sales and marketing alignment and a stronger close to the year, here are some key questions to ask your team:

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Topics: Sales, Strategic Planning, Marketing and Sales Alignment

Building Your Team through New Capabilities in Sales Process & B2B Marketing Strategy

You may have seen our recent announcement that Launch Team has acquired One Down Consulting Group. It has come together fast, but was a long time in the making.

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Topics: Company News, Sales, Marketing and Sales Alignment, CRM implementation

Marketing Metrics Play a Role in Marketing & Sales Alignment

I often hear from companies that their marketing team collects data for data's sake—that they are mired in the minutia of marketing analytics, which have little to no impact on the sales team. The marketing team in turn complains that the sales team doesn't take the time to put the data into the CRM, nor do they learn to use the CRM well enough to make use of the available data. The finger pointing is cyclical and can leave leadership in a quandary. In this case, I believe it is up to the marketer to prove the value of the data to the sales team.

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Topics: Marketing Metrics, Sales, Marketing and Sales Alignment

Do You Need a Salesforce.com Implementation Partner or a Consultant?

One of the main decisions an Executive has to make regarding Salesforce.com is who is going to implement and support your solution. I have been in this space since 2001 and, in general, I see two different types of implementation partners: firms that lead with tech and firms that lead with consulting. The question is, which is right for you?

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Topics: Sales, CRM implementation