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Sales Automation > Viewpoints

Combining Customer Relationship Management (CRM) with sales automation tools helps sales teams plan and monitor their sales activities and provides the necessary customer data throughout the entire selling process. Browse our news, analysis, and advice for sales professionals and managers looking take advantage of these time and labor saving strategies.

3 Ways Your Sales Team Can Help Set Customer Expectations

Great expectation-setting starts and ends with understanding the sales cycle and serving as customers' advocate throughout their entire interaction with your company.

Customer Data Platforms: Striving for a Single View of the Customer

To marketers trying to swim through a flood of disconnected customer data, a CDP can look like the life preserver needed for them to stay afloat. And if it is the real deal, it can be. Here's a look at the CDP field today.

Where CRM Went Wrong (and How to Fix It)

Are you tired of sales software that seems stuck in the '80s and '90s? Join the #NoCRM Revolution, which is less about abandoning CRM and more about finding ways to unfetter your sales teams so that they can deliver real value.

4 Early Warning Signs You Might Lose a Customer

Customer retention performance is a critical metric in most board rooms. Keying in on certain data points across the customer life cycle will give you advance notice that an account could be at risk.

To Get Maximum Benefit From Your CRM, Don’t Overlook These Capabilities

Like anything else, CRM solutions are only as effective as the way you use them, and not all sales teams are fully exploiting the technology's features.

How Emojis, GIFs, and Other Visuals Can Boost the Customer Experience

Customer emotions can be hard to gauge in your CX efforts, but visuals such as emojis and GIFs can help companies crack the code on customer feedback.

How Are CRM and $100 Trillion in Economic Value Connected?

Digital transformation is expected to create enormous value in the coming years, so now's the time to shift to digitizing processes and operations and help your organization support rapid change and innovation.

The Top 4 Fears Salespeople Face—and How to Overcome Them

Salespeople are often their own worst enemy, building up fears of obstacles that don't really exist. But if they face their fears, they can overcome them and be the stronger for it.

CPQ: Bridging the Divide Between Sales and ERP

If ERP systems and sales processes like lead and pipeline management can't link up properly, sales reps will be the ones left hanging.

Humans, Not Bots, Will Convert Browsers Into Buyers

If you want to effectively engage with browsers and convert them into customers, you need to connect them with the right people—people who already appreciate and love your brand and use your products every day.

How AI Helps Small Businesses Edge Out Larger Competitors

AI lets you personalize services, devote the necessary attention to qualified leads, and plan your marketing efforts to speak to people on a deeper level.

These 2 Factors Are Preventing Your Sales Team from Selling More

Closing a deal is any seller's primary goal, but not being able to prioritize the time and effort they spend in the field is stopping sales reps from winning, and without the right tools, Big Data can overwhelm rather than empower.

5 Steps to Creating the Perfect Mobile Checkout

Unwieldy mobile checkouts can drive away online shoppers in droves. Fortunately, even minor user interface tweaks can produce considerable results.

3 Ways in Which AI is Relevant for SMBs

AI technology may seem inconsequential or out of reach, but today's plethora of connected data means that SMBs can profitably use artificial intelligence with their CRM systems.

Why B2B2C Companies Need Website Localization

As B2B companies generate new revenue using B2C tactics, they're looking to the next frontier: global markets. That means localizing their digital experiences.

Introducing Digital 'Advisory Services': A New Way to Use Visual Engagement to Drive Revenue

Longtime staples of the contact center, visual engagement tools like screen sharing represent a new digital channel for efficiently selling products and services, deepening customer relationships, and growing revenue.

4 Ways to Deputize Customers as Brand Ambassadors

When customers are satisfied and successful, they'll share positive impressions with their peers, translating into incredibly valuable word-of-mouth advertising for your company.

Retain Customers with These 5 Types of Emails

An effective strategy for customer maintenance and retention starts with these tried-and-true forms of outreach.

Uncover More Marketing Opportunities with a Portfolio Value Statement

A PVS can give you a complete view into different aspects of your customer database—including revenue, marketability, and engagement—revealing how your customer base is evolving, and what you need to do to build you bottom line.

Rational and Irrational Reasons Why AI Won’t Replace Salespeople

Beyond the macro-economic explanation, there's a more nuanced answer to why human salespeople aren't going anywhere.