5 Crushing Mistakes Most Salespeople Make

By Marc Wayshak

Salesforce Guru 0 1519 Article rating: 5.0

What’s the worst mistake you’re making in sales right now?

That’s actually a trick question. You can’t know the answer, because the worst mistake you’re making in sales is the mistake you don’t even know you’re making. In fact, most salespeople make the same mistakes, over and over again—without ever realizing they’re sabotaging their own success.

Fortunately, these common mistakes are quite easy to correct once you’re made aware of the problem. Here are 5 common sales mistakes you should stop making today:

How Salesforce Intends to Make Its Software Smarter

by Heather Clancy

Salesforce Guru 0 1290 Article rating: 5.0

IBM has Watson, and now Salesforce has Einstein. 

Almost two years ago (to the day), Salesforceplunked down $392 million for RelateIQ, a specialist in software that automates sales tasks—like picking the best time to call a sales prospect or filling out call reports—using artificial intelligence.

Since that time, the business software giant has snapped up at least a half-dozen other startups specializing in machine learning, predictive analytics, and other AI technologies. The latest one was just one week ago: BeyondCore, a specialist in statistical analysis.

Latest Salesforce acquisition focuses on smart analytics

By Jesse Scardina

Salesforce Guru 0 1398 Article rating: 5.0

The latest Salesforce acquisition of BeyondCore Inc. continues the cloud CRM provider's buying spree, marking the company's fifth purchase in the past couple months.

BeyondCore, already available in the Salesforce AppExchange, is designed to provide insight from multiple data sources and predict events and outcomes it gathers from your data. The business intelligence company is in line with several other artificial intelligence (AI) companies Salesforce has recently purchased, including MetaMind and Implisit.


Why You Shouldn't Replace Your Sales Reps with Robots


Genevieve 0 1475 Article rating: 5.0

According to a study by Bank of America, robots are likely to be performing 45% of manufacturing tasks by 2025. Meanwhile, Oxford University predicts that nearly half of all U.S. jobs will be at high risk of being lost to computers. Not to mention that according to Time, Lyft and General Motors plan to offer driverless car services in approximately one year.

These dire predictions can be troubling for the American worker, but perhaps less so for sales professionals who have become accustomed to hearing warnings about their job security for over a century. In 1916, The New York Times published an article that posed the question, “Are salesmen needless?” — the article included a marketing expert’s explanation for why societal changes would render the door-to-door salesman obsolete: “Advertising is producing better results than the old method of personal solicitation.”

Fears also rose over technology stealing sales jobs following the advent of both the phone and internet. Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce. Yet, as the CEO of Peak Sales Recruiting, I have seen firsthand that a growing number of world-class companies are seeking to hire top-performing B2B salespeople, especially in the last five years.

How to Hit Your Quota and Do It the Right Way

By Tony Rodoni

Salesforce Guru 0 1478 Article rating: 5.0

A few years ago, I met a CEO who shared his company’s unique approach to performance reviews. When managers sit down with employees, they only ask two questions: Did you get your job done? Did you do it right?

I think this concept translates beautifully to sales, because it can really help articulate where each individual seller is at various parts of his or her career. This article dives into this model and the different tactics salespeople should take based on where they sit on the matrix. I hope it helps you think about how you manage yourself as a seller and the skills you need to work on to improve.