Category Archives: Mark OConnell
The Benefits of Sales Enablement Tools for Sales Managers
In a previous blog post, Advice on How Sales Enablement Tools Can Increase Efficiency, SAVO’s CEO Mark O’Connell talked about a number of benefits from sales enablement tools for sales reps. Here’s what he had to say about benefits for sales managers.
What is a Chief Sales Officer’s biggest gripe about their forecast? Many point to CRM algorithms used to identify at-risk opportunities. These don’t improve visibility because they’re dependent on data input by sales reps, and sales reps only tell sales leaders what they want to hear. As a sales manager, I need to know the productivity of my teams, a deal’s likelihood of closing, and when it’s necessary to intervene on a deal.
A Day In the Life of a Sales Rep: Advice on How Sales Enablement Tools Can Increase Efficiency and Success from SAVO CEO, Mark O’Connell
Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and strategic alliance partner of Richardson. SAVO’s technology solutions improve productivity and performance of sales organizations and salespeople. This is the second part of our interview with Mark regarding sales enablement technology. (Read the previous post here.)
Dario: Are CRM and marketing automation tools enough to help sales reps?
Mark: The life of a salesperson has become more difficult with the pressures of time, complexity of selling, and ability to meet buyers’ needs. The simple idea of sales enablement having presentation material and content available at the right place and time is still a central idea, but the way it is served today has changed tremendously in recent years to align with how salespeople sell and how buyers buy.
Most companies have invested in CRM technology and marketing automation tools, which either create more opportunities or provide a place for salespeople to report on their progress on their current opportunities. Prior to implementing SAVO, most of our clients’ sales reps begin their day by opening Outlook and CRM. Most salespeople believe CRM is a management tool that they have to support. They are required to update their CRM system with information about the status of an » Continue Reading.
Advice on Rapid Growth and Enterprise Sales Success from SAVO CEO, Mark O’Connell
Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and a strategic alliance partner of Richardson. SAVO’s technology solutions improve productivity and performance of sales organizations and salespeople. Mark has led SAVO since the fall of 2010. He graciously shares his perspective on growing a company that ranked among Deloitte’s 2013 Fast 500™ list of fastest-growing companies in North America.