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The Rollio Blog: Sales Technology

Improve your sales strategy today

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Technology has improved rapidly since the first computer was invented in 1946. In fact, who would have guessed 20 years ago that each of us would have major computing power in our pockets? For sales professionals and businesses, massive computing power and artificial intelligence (AI) are combining to help, make using Salesforce easier.

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Here’s a challenge for you: Sift through five years of customer data. Look at what worked five years ago, 3 years ago, last year and last week. Now quantify the trends, and show your salespeople where the market is going today. Then go a little deeper and use that data to personalize engagements for every prospect.

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Every year millions of data entry errors find their way into Salesforce.com data. You wouldn’t be the first executive in history to look for a contact name and see a street. Or to discover that reps are duplicating (or triplicating) efforts as they contact Rich, Richie and Richard Smith.

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8 Lead Response Secrets to Help You Win

Buyers today do their homework before they talk to a salesperson. If they reach out to

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High contact numbers are the key to inside sales success. Yet on any given day, only about 1/3 of reps can make 75 or more calls and about half make less than 50. Meanwhile, only about 11% of calls result in contact.

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It happens. The rep taking the lead turns his head and a letter from the contact’s name land in a different editable field. The sales engineer gets the record, shrugs and makes a call. It’s kind of funny. Minnie Mouse herself might laugh.

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Call it efficiency. Call it productivity. Call it the endless corporate crusade to do more with less and do it in every department of the company. Including the department that brings in the revenue—sales.

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Quick, what do the most successful sales teams have in common with the best comedians? The word “quick” in the last sentence is actually a hint.”

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Here are a couple of stats that most companies in our sales technology business would rather you didn’t see:

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Quick, which steps in the sales process are most important to the buyer? Do you have content and resources that your reps can use to overcome specific objections? Is the time interval between contacts costing you in business?

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