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Articles by Andrew Gothelf
Meet the AppExchange Street Team at DF19 - - AppExchange
The countdown is on to Dreamforce, and we’re super excited for awesome content, networking, inspiration, and fun with all our customers, partners, and employees. But I think we can all agree — there are A LOT of people to see and places to go in those four days.
The ABCs of Consultants on AppExchange - - AppExchange
Consultants on AppExchange offer a wide range of services to Salesforce customers, from implementing to enhancing their use of Salesforce. They spend a large amount of time with customers learning about their business, discussing options, making recommendations, researching, and more. I first learned about consultants on AppExchange through the Salesforce MVP program, and found that these consultants have a vast knowledge of Salesforce as a product and platform, as well as an ecosystem.
7 Retail Apps for the Holiday Shopping Spike
The holiday season is coming up faster than you can say checkout, and with those impending overstuffed shopping carts comes the need for greater customer service, personalization, and a seamless purchasing process. The good news is retail solutions on AppExchange deliver that crucial 360-degree view of your customers, powering the B2C side of the consumer experience, and helping you reach more of your customers faster.
How to Drive Sales Growth in an Age of Uncertainty
In a world of real-time data and the expectation of instant results, sales leaders face a ton of pressure to meet and exceed goals. Fortunately, there are proven best practices to drive consistent sales growth in today’s fast-changing business world.
3 Ways Salesforce Architects Create a Single View of the Customer
We’re living in the Age of the Customer where people expect brands to have a complete view of the customer’s needs and wants. Nowadays, it’s almost as if customers assume that service reps have psychic abilities. In reality, obstacles such as organizational silos, legacy systems, and a lack of flexibility often get in the way of delivering exceptional, speedy, and intuitive service.
17 Incredible Quotes from SaaStr Annual 2017 – Inside the Salesforce Ecosystem
SaaStr Annual 2017 brought together founders, executives, thought leaders, and more for a three-day conference in San Francisco. I attended six sessions on the conference’s second day, and found them to be some of the most instructive, tactical sessions I’ve ever attended at a technology conference. Speakers and panelists were honest and thoughtful, and provided a wealth of knowledge and advice to the thousands of attendees about how to start, grow, and sustain SaaS businesses.
4 Status Quo-Busting Quotes for Every Sales Team
Changing processes that involve a significant number of employees, multiple technologies, and hundreds or thousands of datapoints is a daunting task. But it’s an accomplishable journey with the right mindframe, even if it requires a paradigm shift in your company and release from the chains of the status quo.
9 Apps That Deliver Mind-Blowing Results for Customers
Focus on customer success. It’s advice that comes from all walks of business, from thought leaders, to CEOs, and beyond. The benefits of making your customers successful are unquestioned, which is why I love hearing how customers use AppExchange apps to transform their businesses.
3 Keys to Doubling Down on Customer Service Data
People are the backbone of customer success and customer service. Account managers, service reps, and salespeople develop strong ties with customers that drive growth and strengthen bonds. And while that still remains the case, data, which has formerly disrupted sales and marketing, has become firmly entrenched in the customer success arena.
4 Sales Automation Rules Every Sales Rep Should Live By
For many years, sales was thought of as an art, not a science. And while some sales reps have that unteachable, instinctual ability that turns people into sales legends, it’s hardly scalable. But with the growth of automation across sales organizations, and the amount of data available to managers and executives, the best sales organizations are rapidly adapting and thriving, and depending less on instinctual ability.
4 Social Selling Takeaways That Made Us Think Differently About Sales
Social selling is hardly a new concept; sales reps have been mining social media for leads, interacting with customers on different channels, and researching clients through personal and professional accounts for several years. Though social selling is not yet fully integrated into the overall sales process in many organizations, its days of being thought of as its own practice are nearly finished.
B2B Buyers Are Calling for a Change in How You Socially Sell to Them on LinkedIn
According to recent LinkedIn reports, B2B buyers seek insights and conversations with vendors on social media. In fact, 2 in 3 are open to connecting with a new vendor and 3 in 4 are ready to have a conversation with a new vendor on social media.
How to Drive Sales Growth in an Age of Uncertainty
In a world of real-time data and the expectation of instant results, sales leaders face a ton of pressure to meet and exceed goals. Fortunately, there are proven best practices to drive consistent sales growth in today’s fast-changing business world.
Introducing Salesforce for Messenger
Today, Facebook launched the Messenger Platform to empower companies to connect with customers in a whole new way. The potential is enormous. More than 900 million people use Messenger every month. It is personal and immediate. With the launch of Messenger Platform, companies now have a powerful, new engagement channel that gives them a scalable way to communicate directly with customers. Imagine the possibilities. A traveler stuck on the runway is worried she’ll miss her connecting flight.
The 4 Elements of a Killer Sales Presentation
The smartest pitch and best-designed sales deck won’t work if they’re not relevant to your prospect. Nowadays, pitching is a two-way street, requiring you to know your prospect’s needs before you enter the conversation. The best pitches and sales presentations are tailored to your unique audience and allow them to participate in the conversation. And always be ready to actually listen to objections before you respond, instead of reading from a script.
12 Breakout Apps You May be Missing from your Salesforce Org
I’ll admit that I try to stay on top of the latest technology trends, am always looking for the newest gadgets, and always keep my iPhone apps up to date. So it should be no surprise that I am fascinated and excited by the newest AppExchange apps that hit the market. Salesforce customers tell me the different ways they try to stay abreast of the latest apps that help their sales, service, marketing, and back office teams do better work more efficiently.
5 Ways to Get Real Value Out of a Sales Conference
I spent eight years in sales and it’s a constant balance between reaching new prospects, generating new opportunities and closing deals while ensuring you stay up to speed on the latest developments in buying, selling and technology. I’ve been exposed to many great sales conferences around the world. Each one has its own goals and style, with content ranging from research-based findings to inspirational keynotes, to the largest events such as Dreamforce that offer something for everyone.
SDRs: The Superheroes of Your Sales Team
For decades, the sales industry stagnated. Sure, sales tools came and went, products changed, and fashion flip-flopped. At its heart, however, sales remained the same: Salespeople called leads, pestered them in hopes of a sale, and made the sale or didn’t — rinse and repeat. It takes an average of 60-90 phone calls just to get an appointment with a prospect, making sales a dismally difficult job. Enter the sales development representative (SDR).
Introducing Quotable: Content for Salespeople, Created by Salesforce
Let’s say you’re a vice president of sales at a startup or a company that’s just getting off the ground. You’re tasked with building a sales team from scratch and are thinking about all of the processes that involves. You could really use some practical hands-on information about how to get up and running. Or say you’re a sales account executive who has had a lot of success where you are in your career. You’re looking for advice on how to make the jump to the next level.
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