Category: Technology

Providing The Sales Development Hub Its Competitive Edge: QuotaFactory Partners with HG Data

Mar. 11

It’s entirely possible I invented that prospecting intro format. For that I am truly sorry. I had the best intent when doing so and for a time it worked really well for me. That was 15 years ago. It’s safe to say that it’s not really working too well for people today.

You’ve Got (Less) Mail: 3 Sales Productivity Solutions to Reduce Email Overload

Mar. 9

I hate email. It’s invasive, asynchronous and inefficient. Yet I find myself using it every day, connected to it at all hours, patiently waiting for that reassuring ding when I get a new message. Is this some weird form of Stockholm syndrome? Not exactly.

Motivating The Sales Development Hub: QuotaFactory Partners with Ambition

Mar. 8

What else do you add to the Prospect Relationship Management (PRM) platform that already has it all? Well duh. You get it a full integration with the gamification and sales analytics powerhouse, Ambition. Effective immediately, all QuotaFactory clients will have Ambition's complete offering baked right into the "reports" tab in QuotaFactory’s PRM.

Powering The Sales Development Hub: QuotaFactory Partners with Bedrock Data

Mar. 7

15 years. 400+ outsourced sales development engagements, and billions of dollars in pipeline added. Sh!t, that's a lot of business and our clients are cranking. 400+ times we’ve designed sales development messaging, databases, call plans, hand off cadence, and reports. Not sure if you’ve been aware, but we have been hard at work for you for the past 15 years. It’s been fun, and now it's time for you to reap the benefits.

Predictive Lead Scoring – Restoring the Promise of “Less Crappy Leads”

Mar. 2

Ahh, the “Demand Waterfall”. Otherwise known as “The Funnel,” this framework introduced by the research and advisory firm SiriusDecisions defines a shared view between marketing and sales of the lead management process. Though many of us many have various versions of the funnel defined within each of our organizations, here’s the official and most updated version of the SiriusDecisions Demand Waterfall.

Why You Can’t Just Double Sales Output and Expect Better Results

Feb. 19

This is an excerpt from the transcript of SLMA Radio on the SLMA Live Network titled “How to get a 60% Increase in Conversions to Forecast!” This particular program was hosted by Jim Obermeyer and features QuotaFactory’s CEO and Co-Founder, Peter Gracey. You can access the full radio program that aired on January 19th, 2016 here. The following excerpt is part one of three parts of the radio program. Enjoy! And, as always, please share your thoughts or questions in the comments section below.

No Valentine’s Date This Year? Why Your Friends in Sales Development Are The Best Wingmen/Wingwomen Ever

Feb. 12

We’ve all heard the negative stereotypes associated with sales professionals - aggressive, sleazy, greedy, disorganized, etc. But salespeople acquire a great skill set that can be applied to a broad spectrum of both their professional and personal lives. Same can be said for the cold calling sales development superstars that work hard every day to qualify leads and feed their closing sales teams with great opportunities. So what’s the connection between your friends in sales development and being a great wingman or woman?

The Evolution of B2B Sales and Technology Adoption

Feb. 3

Do a Google search on buyer’s journey statistics and you’ll find almost 500,000 articles sharing statistics about how the buyer’s journey has changed. If you believed all these stats, you would come to the conclusion that sales should just pack it in and call it a day. You’d think that buyers can do all the work on their own and salespeople have become an unwanted distraction that sits between the buyer and their ultimate decision. Some may say a salesperson is a dinosaur. It’s true, the role of the salesperson has changed, but it’s not dying – it’s evolving.

Find B2B Sales Prospects That Are More Likely To Do Business with You

Jan. 20

It’s excruciatingly difficult to separate good prospects from the tire-kickers. Yet this is a process that must be done to ensure that we can serve those that best deserve our most precious resource – our time. Experienced sales professionals will rightly point out that it takes time to do this well.

Your Sales Process Needs a Prospect Relationship Management Platform

Jan. 4

QuotaFactory’s Prospect Relationship Management (PRM) platform is the data management, prospecting plan, automated dialing, and sales development workflow technology that your sales development team needs. A PRM assists sales development professionals in the qualification or disqualification of your target accounts and/or MQLs to generate fully qualified leads for your sales team to close.

Prospect Relationship Management Solves the SDR Accountability Issue

Dec. 7

If you are overseeing a team of sales development representatives, you need to be able to manage their performance metrics, database, and overall prospecting plan to remain on track to reach quota and produce qualified leads for your closing reps. Full visibility into the sales development function translates to a higher level of SDR accountability and allows you to accurately measure performance and ensure consistent improvement.

The Best Method for Generating Fully Qualified Leads

Nov. 16

There has been constant debate over the best method for generating fully qualified leads for sales teams. Some salespeople rely primarily on email, and we’ve noticed a corresponding trend in technology offerings that assist heavily in email functionality. But what about the telephone? At QuotaFactory, we promote picking up the phone rather than leaning solely on email.

Advice for Evaluating B2B Sales and Marketing Technology

Oct. 30

There is an ever increasing number of sales and marketing technologies emerging and they all claim to be "The best solution ever!" In fact, Huffington Post claims that investments for sales acceleration technologies now exceeds $1.2 billion, including more than $40 million of funding made just within April and May of this year. However, throwing money at brand new technologies hoping one tool will alleviate all challenges that you are experiencing is not an efficient use of your budget and time.

Customer Service Takes Priority in Tech Products

Oct. 16

So many tools, so little time. It seems like a new “silver bullet” tool or technology is arriving on the market every day. They all say, “buy this tool or that tool and your sales will increase one million times over!” If only it were that easy. We have tried them all, some good some not so good, but all with the recurring challenges: user adoption, ongoing best practices, and usage and accountability.

6 Revenue-Boosting Tips to Revitalize Your Neglected Social Network

Oct. 14

Sales professionals understand both the power and practical applications of social media. By utilizing your most powerful prospecting tool and the epicenter of the social selling universe – LinkedIn – today’s socially savvy sales pro easily makes inroads into accounts and secures introductions to champions and key decision makers. But it’s been a while, and much like all relationships – personal and professional – your LinkedIn network most likely could use some much-needed attention.

How to Leverage Internal Communication Tools to Enhance Sales Training

Oct. 9

Internal communication is paramount to every organization’s success model. In fact, improved communication raises employee engagement levels and results in a higher morale and increased productivity. If this is true the question that should be asked is, are you communicating effectively within your own organization? Everything is changing, all the time - customers, technologies, processes, strategies, etc. But how do we craft a process for something that is always evolving?

Accountability in Sales Development: Track SDR daily activity

Oct. 5

You know those “I’m kidding, but I’m really not” statements? Like telling your cube-mates “If I need to listen to your country music station on spotify one more day I’m moving desks” or “Everyone will hate you if you microwave seafood in the kitchen.” It’s done in a joking tone so as to not offend anyone but you know deep down there is some truth to the statement. I recently encountered this at Dreamforce when an inside sales manager said to me, stifling a laugh, “I have no idea what my inside sales reps are doing with their days.” I know he was kidding…but really, was he?

QuotaFactory PRM Data Management Insights Powered by InsideView

Sep. 15

QuotaFactory, the leading Prospect Relationship Management (PRM) platform that empowers B2B sales development teams to succeed, today announced that it has partnered with InsideView, the leader in market intelligence. Through the partnership, QuotaFactory will now offer the most powerful set of prospecting data management tools directly into its PRM platform, which was unveiled yesterday.