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Concept.Blog

Concept’s B2B blog for material handling, construction, supply chain, & other businesses focuses on sales development, digital marketing, and CRM tips & tricks

Lead Scoring Model Essentials: Three-Part Primer

6 minutes read

Sales teams are focused on turning opportunities into either closed-won or closed-lost deals. But every lead that your company has didn’t come in is an opportunity. So how does your business weed through the good leads and the bad leads? Most companies struggle with how best to identify and progress leads through their sales funnel – from information-qualified lead (IQL) to marketing-qualified lead (MQL) to SQL. Through an effective and targeted lead scoring model, you can focus your sales...

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21 Sales and Marketing Trends to Focus on in 2021

20 minutes read

We all know that 2020 was a year of change that affected every industry in the global marketplace, and it's particularly true for those that work in sales and marketing.  We were forced to evolve the way we engage with our customers.  Some of these abrupt changes brought new challenges, and others forced an evolution that was long overdue.

 

2021 will be a year of experimentation to adapt to this new environment, and will usher in a new era sales and marketing for B2B organizations. Kick...

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How Using Salesforce Chatter Can Improve Internal Communication

5 minutes read

As someone who has been working in Salesforce for ten plus years and has consulted and implemented Salesforce into many organizations, I thought I had a handle on Chatter. It often is made fun of, the “social media” of Salesforce, and until recently, I agreed with that. Boy, was I wrong. First, a little background on what Chatter (technically) is and how long it has been around.

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4 Tips on Selecting the Best CRM Partner

3 minutes read

Technology is constantly changing and quickly. Who would have thought that computers would become so compact and mobile? Networks for businesses used to take up large rooms and now can be hosted via a cloud service.

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Five Ways to Implement a Lead Management Program

4 minutes read

So you’ve made the decision to specialize your sales operation with a dedicated prospecting and lead management function; now how do you get buy-in and adoption from your sales team?

 

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Summer 2020 Salesforce & HubSpot CRM Updates

5 minutes read

If your business is utilizing Salesforce or HubSpot then you are already well aware of the bevy of tools at your disposal. Update season is here, and we wanted to share some changes made to make these tools even better.

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How to Get Past the Gatekeeper Series – 5 Ways Tone Is Your Tool

4 minutes read

Tone sets a mood and a mood sets an atmosphere. Tone does not simply reflect having a bad attitude. Tone can help create a diverse array of positive attitudes through pitch and inflection that you can use to your advantage. A positive and confident tone helps not merely in one’s personal life but also in his or her work life. A poised tone, especially in the work life of a sales development representative (SDR), is an essential tool when it comes to getting past gatekeepers since they cannot...

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Four Essential Work Traits of a Successful Remote SDR

5 minutes read

In the B2B appointment setting world, learning to navigate a work-from-home landscape and deliver high-quality results is the – dare I say – new norm for sales development reps (SDRs) throughout sales and marketing organizations. As business leaders continue to forecast and plan for long-term success, conversations about reducing office space footprints are being held as many believe committing to remote models are the future. However, this workplace shift can have a tremendous impact not...

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Top Considerations When Outsourcing Sales Development

24 minutes read

Business strategies were forced to change at the drop of a hat as the entire world dealt with COVID-19. Operations had to be transformed over night to accommodate new work environments in order for businesses to remain open.  Considering most industries are starting to bounce back, it’s imperative that leaders find a way to do more with less budget. This creates an opportunity for companies to completely reevaluate and re-imagine the way they attract and communicate with new customers. If...

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Best Sales Development Tools

7 minutes read

We are all in a time of uncertainty - trying to think 20 steps ahead on how to stay ahead in business. There are various tools that could be used now to help expand your sales development acuity. This blog will be expanded to cover more sales development tools that Concept has researched and our recommendations.

Sales Intelligence Software/Tools

The first software/tool we focused on are sales intelligence tools to assist in prospecting leads. With all of the sales intelligence tools out...

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Sales and Marketing Pain Points

5 minutes read

Why the Disconnect?

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Is Your Sales Pipeline Ready for Post-Social Distancing?

6 minutes read

Your business could offer the best product and the best service with the best employees. But there is uncertainty in how the economy and businesses will rebound after social distancing is relaxed and businesses return to work. So how will you keep your sales funnel full as states start to slowly reopen?

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HubSpot Product Updates - Spring 2020

3 minutes read

Does your business utilize HubSpot CRM?  Below discussed the recent updates to HubSpot’s CRM.  The new product updates from HubSpot are for those with Sales and Marketing Hubs. 

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Salesforce March Feature Retirements

2 minutes read

CRMs need to stay technologically advanced for users to get the most of out them. Salesforce has announced some feature retirements for later this year.

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SEO Components that Can Help Improve Organic Performance

3 minutes read

Search engine optimization.  SEO.  Hocus pocus. 

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