Passage Technology Blog

After the pandemic shock of 2020-21, businesses are consistently hearing from analysts that the general sales process has changed, perhaps permanently. There is no shortage of analysis and advice available. In response, Sales Leaders are trying to make the specific adjustments needed to boost sales performance.

Responding to a Changing Sales Landscape

Businesses must address changes in B2B buyers’ behavior, a movement which had already started pre-pandemic. Analyst firms, like McKinsey & Company and Accenture, have done research that shows long-held best practices are shifting. These macro environment issues can’t be ignored.

This issue features stories on how you can do more with Passage Technology's Apps and Salesforce.

This issue features stories on how you can do more with Passage Technology's Apps and Salesforce.

Sales leaders and customer success professionals continue to face new challenges in a pandemic-affected business environment. Prospects and customers are no longer easily found in their business offices, as lockdowns and remote working make direct communication more difficult. In many industries, engagement and conversion rates for sales have plummeted, constricting the pipeline for new customers. Meanwhile, as customer expectations evolve, the definition of customer success is being redefined.

Awards and recognition are coveted across ages and professions (minus maybe the Dundies), and Sales tends to make it a large part of their culture. Rewards for being the top salesperson can be anything from tie-cutting ceremonies and personalized placards, to trips to Hawaii. But how do you keep track of all that data? As a Salesforce user, hopefully you are at least creating reports instead of using shared Excel files that you have to manually update. However, Salesforce reports can be quite tedious to make, especially if you want a lot of details. That's why we've created Data Analysis Helper.