murli sharma

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Size Isn’t Everything: Why More Revenue Often Flows from Smaller Pipelines

One of the abiding urban myths that misinforms sales pipeline management is the idea that salespeople need at least 3* pipeline coverage in order to …

Selling

A hard lesson for Seattle startup Outreach: when to turn away customers

It’s really hard to turn down money, Seattle startup founder Manny Medina says. But that’s what his company, Outreach, had to do as it started …

How to profit from data - five steps to increase revenue by personalizing travel

In travel, marketing and revenue management teams are under tremendous pressure to grow revenues while maintaining low costs. In order to leapfrog …

Building to Scale, 'No Experience Required'

This SaaS company realized that recent grads outperformed sales pros with 10 to 15 years' experience. That prompted the company to radically transform its hiring process.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Last year, my partner and I raised $3 million to scale JumpCrew, our …

Three Sales Metrics You Can't Afford to Ignore

Here's why these data points should be at the front of your mind<p>You can't run your business without sales metrics, but measuring the wrong numbers or misinterpreting these numbers can be just as bad as not having any metrics at all.<p>For example, you might be getting thousands of visitors to your …

Analytics

CRM: Suffering an identity crisis or a step closer to the Holy Grail?

All is seemingly rosy in the land of CRM. The market continues to be a prosperous one, having increased year on year to become worth $26.3 billion by …

3 Ways Marketing Automation Changed My Life

Many of us can look back to a single moment in our careers and say, “That’s when it all changed.” Maybe it’s when you got that big promotion or when …

Marketing

What Salesforce Einstein teaches us about enterprise AI

Every business has customers. Every customer needs care. That’s why CRM is so critical to enterprises, but between incomplete data and clunky workflows, sales and marketing operations at most companies are less than optimal.<p>At the same time, companies that aren’t Google or Facebook don’t have the …

How Artificial Intelligence Can Benefit E-Commerce Businesses

Unless you’ve been on a sabbatical deep in the rainforests of Peru, you’ve probably heard about Artificial Intelligence (AI). But if you still relate it to all things science fiction and robotic, it’s time to look further. Whether you know it or not, AI is gradually filtering into all aspects of …

Align Your Sales And Marketing Teams With Account-Based Marketing

If you’re part of the 89 percent of marketers who practice content marketing, then you’re (hopefully) familiar with its basic formula. You start with your audience personas, and then you create and distribute content that speaks to them and attracts them to your business. And if your marketing team …

Today’s Sellers and the Rise of Account Based Marketing

A Demandbase survey found that “71% of B2B organizations are either using [Account Based Marketing], interested in adopting the strategy or are …

Marketing

20 Awesome Online Video Marketing Examples Worth Watching

Online video marketing is everyone’s favourite topic of discussion today. Sales and marketing teams are learning and experimenting with new online …

Marketing

3 Ways Sales Is Changing With Artificial Intelligence - Small Business Trends

Technology is the great equalizer. In every industry and in nearly every department, technology is and should be central to performance and …