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Opinion.


Real-world insights into the sectors we work with.

With our exposure to so many sectors around the globe we have a deep understanding of what the current opportunities and challenges are.

 

Here, you can find sales-i's latest opinions, thoughts and analysis around the manufacturing, wholesale and distribution sectors globally, with economic impacts that converts businesses to a technological change – and why. 

From thought leadership pieces, to coverage on disruptions within specific industriesbelow read our honest opinions of business environments. 

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11 questions your CRM system can't answer.

Understanding the limitations of CRM systems, and how to use them effectively.

4 reasons your reporting needs data visualization.

Seeing is believing. Uncover the power of visual formatting.

Buyer's Guide: How to buy a BI tool.

We make choosing your BI tool a simple and logical decision. A quick Google search of the term Business Intelligence ...

Why mobile CRM will change your business.

If you haven't made the transition over to mobile CRM, act now to retain your competitive edge. Are mobile CRM ...

15 sales tips you need to know today.

Build trust, read people and adapt to any situation. In sales, you’ll often hear the phrase’ the gift of the gab’, ...

Sell more beer 101.

Excellent beer doesn’t sell itself. So, what can you do to come out on top at the bar? Excellent beer doesn’t sell ...

Everything you need to know about Big Data.

The who, what, when, why and how of Big Data analytics. “Big Data”. With more than 300 million search results to choose ...

'The beach was too sandy'.

“My job would be alright without customers.”

Women in technology.

Where are we now? Why aren't women going into STEM roles? How do we get more to enter the workforce?

10 things you should know to succeed with inside sales.

Are you getting nowhere from gatekeepers and prospects that ignore your calls?

The FBI's top rapport building tactics for salespeople.

FBI agents are masters of getting blood out of stones. Read on to learn how they do it. The Federal Bureau of ...

A new normal for construction sales?

(This article first appeared in Builders Merchants News). Coronavirus poses an existential threat to construction ...

It's not about one door closing and another opening - it's about your focus.

With innovative technologies at hand, businesses can still move forward and get the job done even in unprecedented ...

Do your salespeople hate your CRM system?

Avoid making your salespeople CRM puppets and empower them to sell more.

The five ways AI will transform B2B sales in the next decade.

Five ways that AI can practically support effective sales strategies for manufacturing, distribution and wholesale ...

Your salespeople are working from home - Give them the tools they need to do it right.

Ian Heller shares how you can use technology to help your sales team continue hitting their targets.

Beyond Survival: Protecting market share in a downturn.

Protect your business with sales-i to get instant visibility of potential opportunities and risk of churn.

Five ways sales-i can kickstart your business.

The last few weeks have been difficult for almost everyone, but now is the time to act and put your recovery plan into ...

Bridging the skills gap.

Building and maintaining efficient sales teams is one of the key challenges of the age for enterprise-level boardrooms ...

Control how the future looks with the tools you already have.

Businesses and consumers across the world have benefited from countless web-enabled innovations that make living and ...

Confidence can’t be understated.

How to remain confident in a challenging and unpredictable environment.

5 handy sales hints to help improve your sales skills.

The art of sales is a minefield. If it was easy, we’d all be doing it. With this in mind, we’ve come up with 5 handy ...

CRM for small businesses and large.

Regardless of what you may have heard elsewhere, size doesn’t matter – when it comes to implementing CRM software that ...

Emerging trends and innovations in the HVACR sector.

Whilst many industries have had to cope with unexpected shutdowns, layoffs, and planning a path to survival during the ...

Embrace and evolve with the times of technological change.

Introducing new technology can seem daunting and complicated but keeping up with the technological change – while ...

A Framework for Effective Sales Management (Tip 2)

Tip 2: The role of a sales manager It may sound like it’s easy to describe what a sales manager’s role is but so many ...

The automotive sector – how will it accelerate again?

The automotive sector is not likely to return to the way it was before the pandemic. What have the effects been so far ...

How to Maintain Good Customer Relationships.

Sometimes in business, we can be so pre-occupied with chasing down new customers and offering them sparkling deals to ...

Selling. An art or a science?

There is a constant debate as to whether a good sales person is born or made – and whether selling is an art or a ...

New to Big Data? Here are 3 companies doing it right.

In 2016, less than 50% of companies had invested in Big Data technologies. While still in its relative infancy in the ...

The Jaws Effect.

The Jaws Effect What it’s going to take to reopen businesses and start selling again?  

Selling through a screen – 10 video sales call tips.

Being able to pull off an effective video sales call is now a necessity, but it’s not always easy. From technical ...

4 reasons you should be using Big Data.

With Big Data analytics becoming increasingly important in all sectors and industries, we thought we’d outline 4 top ...

Responding Faster to the Needs of Customers.

Many IT service providers have begun introducing new and improved solutions to address their customers’ needs during ...

New to sales? Here are 3 basic but important things to know.

For a while I always thought you had to be made for sales and you either knew how to sell or you didn’t. However since ...

Business Intelligence in a marketing world.

Jump on Google and do a quick search for marketing quotes and you’ll probably come across this one, “I know that half ...

What Is Performance Management?

And is it right for my team?

3 ways sales software can benefit the building supplies industry.

Implementing sales software in the building supplies industry can be a very effective tool for keeping your business ...

sales-i HVAC sector users buck the national trend.

As the HVAC industry comes out of its enforced COVID-19 hibernation and begins the journey of recovery, who is managing ...

4 Powerful Value Adds to Set Your Manufacturing Business Apart from The Rest.

In what is increasingly becoming a heavily commoditized market, manufacturers are constantly looking for ways to add ...

4 Steps to Growing Your Customer Base.

The challenge to attract new custom has become an increasingly fast-paced treadmill in an over-subscribed gym. The ...

7 Reasons Why Not Using Customer Analytics Is Losing You Leads.

There’s nothing quite like having a deal in the palm of your hands only to see it slip away.

7 Customer Retention Strategies That Work.

Enticing the customers through the door is the easy part. Getting them to stay (customer retention) is where the ...

What is Business Intelligence and how can it benefit your business?

We talk a lot about Business Intelligence here on our blog but sometimes I wonder if everyone reading it really knows ...

A practical guide to future-proofing your business.

How you use this time in lockdown, will determine how you come out of it. With sales-i by your side, you can maintain ...

Decision makers should not assume the worst. Stay safe with sales-i.

With technology that moves your business online, you can stay safe and still sell smart. You can access sales-i ...

How to know EVERYTHING about your customer.

As the global economy struggles and sales teams delve deep into their consciences about wasting fuel on poorly planned ...

5 Point Plan to Make More Hours in The Day Pt.2.

Welcome back to our 5 Point Plan to Make More Hours in The Day. If you missed part one you can find it HERE. So far, we ...

The UK manufacturing industry: cashing in with Big Data?

The UK manufacturing industry is slowly making its comeback, and it has been reported just this week to be enjoying one ...

4 ways a CEO can help create sales success.

As CEO of your company, you’re probably overrun with jobs to do, people demanding your attention every other minute and ...

A Framework for Effective Sales Management (Tip 4 of 5).

Tip 4: The ‘rubber band’ effect Salespeople are a stubborn bunch. Change is not in their vocabulary.

Three vital features of a successful sales culture.

A repetitive approach to sales isn’t sustainable for any company, regardless of its shape or size. Without a regular ...

How to win back lost customers.

According to Harvard Business Review “acquiring a new customer is anywhere from five, to 25 times more expensive than ...

How to assemble an all-star sales team.

There’s never been any real agreement on what makes a great sales team. Is it charm? Or instinct? There’s no right or ...

Where Is The Next Generation Of Manufacturing?

A decade after the economic downturn, the job market has finally started to rebound with jobs being added in nearly ...

Machine learning explained.

The modern workplace is teeming with tech. Businesses are constantly updating hardware and procedures to keep up with ...

How to Upsell and Cross Sell Effectively: 5 Top Tips.

When you’re looking for ways to grow your business, you could do worse than using tried and tested upselling or ...

Staying competitive in the packaging industry.

The scale of the packaging industry is not one to be sniffed at. Each person on the planet on average consumes $114 ...

Inbound leads… they’re just real people looking for help.

To start, let’s ask ourselves, “What is an inbound lead?”

Making HVAC Cool – Attracting millennials into the HVAC industry.

If you’re struggling to get people to fill the vital roles in your business, then you are not alone. The younger ...

5 reasons why high performing sales teams use predictive analytics.

Well informed, self-sufficient and on the button sales teams are often the most successful sales teams. With ...

18 Steps to a Productive Sales Meeting

No one likes a meeting that rambles on, has no plan, no goals and no respect for other people’s time. Making every ...

sales-i to attend NAHB International Builders’ Show.

sales-i, the leading mobile sales intelligence solution designed for frontline salespeople, will be attending and ...

Serving Up a Dish of… Change.

Every aspect of the food and drink sector is likely to see change; from dining out, ordering food, supplies and ...

Why salesforce.com needs Business Intelligence.

It makes sound business sense that you are already using Salesforce, you understand the value of technology and can see ...

How will Brexit affect the automotive aftermarket?

With the 29th March deadline looming, Brexit is a very real challenge facing every UK industry. The automotive ...

Now is the time for automation to help manufacturers navigate their recovery.

COVID-19 has inevitably changed the way in which organizations around the world, in all business sectors, conduct their ...

Retention, retention, retention.

Business is tough and retaining customers is often even tougher. What with new products being launched, competitors ...

5 ways to ensure sales success.

Working in sales is not easy. Ridiculously early starts, high-pressured days and painfully late nights as every month ...

Marketing has evolved; you need Big Data to keep up.

Today’s market conditions are tough. There’s more competition, advertising and product choice. To survive, every ...

BI Analyzer Tool – Find The Right Solution For Your Business.

Choosing the right Business Intelligence (BI) system for your business needs is difficult and often very stressful. ...

Why data doesn’t need to be daunting: our top tips.

Big Data and Big Data research got the nod of approval from UK Government earlier this week in the annual Budget, with ...

Sales Process Engineering made easy.

It sounds pretty terrifying doesn’t it? It’s not. It is simply a way of applying scientific or mathematical principles ...

Sell like a robot. AI and Machine Learning in sales.

The rise of the machines is well underway, but do you need to worry about your obsolescence? Are the machines here to ...

Using B.I to identify new opportunities.

Business Intelligence (BI) data can help companies of all sizes, from all industries, to maximize their profit, ...

4 ways to get your team using new technology.

You’ve made the decision to up your game and get some fancy new technology on board for your team. Before you know it, ...

Our champions of customer success.

Here at sales-i, our people make us. As the heart and soul of our company, investing in them is imperative. Whether ...

6 big benefits of CRM software.

With its roots firmly set in the late 1980s, Customer Relationship Management (CRM) software has come on leaps and ...

5 tips to convert prospects into customers.

Converting prospects into paying customers is always a testing area in many sales processes. There will be those that ...

Your virtual BI and CRM ‘sales assistant’?

Neil Saviano, President of CRM International (one of sales-i’s valued partners), has recently published an article ...

Why businesses are using analytics to improve sales.

Let me start by saying I love analytics.

sales-i Safety sector users buck the national trend.

Despite the pressures being felt by the distribution sector sales-i customers trading in the Safety equipment sector ...

The Power of Counterintuitive Selling.

THE POWER OF COUNTERINTUITIVE SELLING. An unpredictable world, such as the one we are currently operating in, requires ...

What’s below the tip of your iceberg?

Are your existing customers your key to growth and potential? In sales, the number one priority is to find new ways to ...

Get back your time as a sales manager.

What you want to do, rather than what you have to do. As a sales leader, the clock is always ticking. Reports need to ...

The power of counterintuitive selling.

An unpredictable world, such as the one we are currently operating in, requires new tactics. As the world returns to ...

Sales and marketing – A match made in the heavens.

Off the shelf sales enablement tools are the way forward when it comes to aligning sales and marketing according to a ...

Wellbeing in the Workplace: How wellness drives productivity.

The modern workplace is a fast-paced, highly competitive environment. We work harder for longer to maintain a ...

Cross-selling techniques – The secret that boosts sales.

How can you improve your cross-selling techniques? In 2020 so far, 69% of Americans have shopped online and 25% of ...

Business turns to Jan/San sector to boost confidence.

How will the Jan/San sector provide the much-needed confidence for business to return to normal and adapt to new and ...

5 things you should be monitoring post lockdown.

There’s no doubt that the coronavirus pandemic has hit the economy hard. Many business owners are unsure of where to ...

Recalibrating the Medical Sector Supply Chain.

The healthcare industry has evolved faster in the last few months than it has over the past 30 years. From embracing ...

Building Our Way Back to the Future.

The construction industry worldwide and its complex infrastructure is slowly coming back to life. Tower cranes that dot ...

Infographic: A day in the life of a salesperson.

To demonstrate the value of sales-i throughout a day in the life of a salesperson we have created a timeline of ...

6 Myths About Digital Transformation.

Digital technology has undeniably transformed the way we do business, with smart technology that is real time, ...

It’s not enough to just have the data.

Article written by Chris Rogers, Account Executive at sales-i.

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