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The Close.io Blog

Case study: How the Bentley of calculators stays relevant and drives sales with Close.io

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Monroe Systems for Business has a legacy like few other companies. The inventor, manufacturer, and supplier of commercial calculators was founded in 1912 by Jay R. Monroe. Today, the 104-year-old company is a household name to accounting professionals.

Monroe has earned the trust of Fortune 500 companies, non-profit organizations and government agencies, including the likes of NASA.

Even Hollywood has recognized the strength of the Monroe brand. Their products have landed on major television networks and hit series including the show Mad Men. Today, Monroe continues to innovate and their Monroe UltimateX, is the most advanced adding machine available on the market.

Jason Marsdale, Senior Sales and Marketing Manager at Monroe Systems, shared with us what the business looks like today and how Close.io helps the deal count go up, daily.

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Start dialing: Why you should call your competition and how to do it

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How much do you know about your competitors?

Most people spend a lot of time doing online research to find information about their competitors. Truth is, often that time is wasted.

Instead of searching the depths of the internet and relying on questionable information, why not go straight to the source?

The best way to find the answers to your questions? Pick up the phone, call your competitors and ask them.

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Product update: Phone settings - Introducing a new, smarter UI for better visibility

Calling is a central part of your day. That’s why we work hard on improving the experience. We’ve updated the phone settings page to give you a better way of managing your phone numbers and give you more visibility and control over your numbers.

Previously, you were only able to make changes to your main personal number. There was no ability to make per-number changes and there was zero visibility into group numbers.

With this update, this has changed. Let’s take a look at what’s new.

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10 prospects that are wasting your time and how to spot them

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Is this person going to buy?

When you’re on the phone with a prospect, that’s the single most crucial question that needs answering.

The sooner you can figure out whether your prospect has 1) buying intent, and 2) decision-making power, the better. Because if you’re on the phone with someone that has no intention of buying, you’re wasting time that could be spent talking to real prospects and closing real deals.

Coach your SDRs on how to better spend their time by identifying bad prospects early on in the qualifying process.

Below, we’ve listed 10 prospects that are wasting your time.

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Product update: Improved reporting, redesigned API docs, and bug fixes

We’re continuously working towards making Close.io a better platform for your sales team so that you can focus on closing deals, not doing busywork.

Here are the latest developments.

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Toxic sales culture? Here’s what happened and what to do about it

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Arguments. Politics. Tension.

Your salespeople hate each other. They hate their workplace. They want to see everyone else fail.

Perhaps you say to yourself, “Maybe things will get better.”

No.

If the culture in your sales team has turned toxic, the worst thing you can do is hope for things to resolve themselves.

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10 most common mistakes new sales managers make

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You just got promoted. Previously you were in a sales role as an account executive. You were doing a great job, and as a result you received a shiny new title with new responsibilities.

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3 questions that’ll help you conduct more effective sales meetings

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Do you often leave meetings with the feeling that nothing was accomplished?

In this post, we’ll show you three basic principles to follow to make sure that your sales meetings are effective, and everyone leaves the meeting knowing what to do next.

Let’s take a look.

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3 sales homework assignments for candidates

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In my previous post, I talked about the top 10 interview questions to use in your sales hiring process.

In this post, we’re going to look at three homework assignments you can give to potential sales hires to help you determine if they’re a good fit for your business.

You can only get so much information out of questions. Putting potential sales hires in practical situations to see how they act—and not what they say—is when you’ll learn the most about their talents and truly discover what they’re capable of.

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Top 10 interview questions in sales hiring

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There’s no such thing as a perfect interview question.

There’s no one question you can ask to figure out whether someone is the right candidate and will be amazing at sales.

Questions won’t give you all the answers. However, when you’re asking questions, you’re collecting data. And what you want to do is collect enough data so that you can make a judgement call: Will this person be worth investing in?

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Actionable sales advice. Delivered weekly.

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