/ Articles by Lauren Spiller
Lauren Spiller is a senior content writer at Capterra, covering sales and CRM with a focus on retail and customer experience. After receiving an MA in rhetoric and composition from Texas State University, Lauren has pursued a career that allows her to help others through writing.
Lauren previously taught college writing and served as writing center assistant director at Texas State University. She has presented at the European Writing Centers Association, Canadian Writing Centres Association, and the International Writing Centers Association conferences. She currently lives in Wimberley, Texas, with her husband and their three cat sons.
5 Ways GenAI Can Help Your Team Write Better Sales Emails
Published February 1, 2024
If you’re a B2B sales manager looking to help your team save time on sales emails and write them more effectively, generative AI (GenAI) is your solution. Nearly a third of respondents in Gartner’s 2023 Technology and Service Provider Generative AI Survey are using or planning to use this new technology to develop sales pitch emails.
A Beginner’s Guide to Account-Based Selling
Published January 17, 2024
Business-to-business (B2B) companies often use account-based selling to pursue high-value accounts. But what many new business owners don’t know is this strategy requires careful consideration and planning, and alignment between marketing and sales.
3 Steps To Measure the Impact of Your Sales Enablement Program
Published January 11, 2024
Sales enablement drives change within organizations by impacting the behaviors of frontline sellers. And businesses are rightfully prioritizing these efforts, with sales enablement budgets expected to increase on average by 50% over current levels by 2027.
Your Essential Guide to Atlassian Software
Published December 28, 2023
Atlassian products* are among the most recognizable products on the market and feature in Capterra Shortlist rankings of high-performing products for multiple software categories. But with 19 products and counting, it can be tough to discern which Atlassian software you need. For instance, how do you choose between two products with similar functionality? Which would fit best with your existing stack? What are reviewers saying?
4 Tips To Choose the Best SEO Company
Published November 17, 2023
Forty-two percent of tech CEOs at companies under $250 million in revenue outsource search engine optimization (SEO) to an external agency, per a Gartner study. They are wise to do so, considering SEO agencies can assist in expanding business reach, building brand authority, and boosting revenue.
Customer Acquisition Cost vs. Customer Lifetime Value: What's The Difference?
Published October 19, 2023
New business owners often need help deciding not only which metrics to track regularly, but what combinations of metrics will present the clearest picture of their customer acquisition efforts. This is especially true if you’re among the 80% of marketing leaders who struggle to identify a common set of metrics to gauge the effectiveness of their marketing efforts.
Manage Customer Acquisition Cost With These 3 Tips
Published October 4, 2023
Today’s uncertain economy has both large- and small-business owners reassessing their budget and priorities. It's no surprise, then, that over a quarter of U.S. business leaders in Capterra’s 2023 SMB Tech Trends Survey are concerned about finding new customers heading into 2024.*
3 Cold Calling Tips To Crush Your Quota
Published September 28, 2023
The thought of calling a prospect without notice can intimidate even the most seasoned sales professional—especially considering 72% of B2B buyers prefer not to work with a sales rep at all, according to Gartner research. But if you have the right approach, cold calling can be an effective way to start a long-lasting relationship with a new client.
3 Cross Selling Strategies To Drive B2B Sales and Retain Customers
Published September 15, 2023
Cross selling is one of the easiest ways to generate revenue if your business sells directly to customers; after all, it is responsible for a whopping 35% of Amazon's annual revenue. But because business-to-business (B2B) sales depend on relationships, your cross selling strategies will require more planning and knowledge of your customers' needs.
Upselling and Cross Selling: The Secret to Boosting Your B2B Sales
Published September 6, 2023
B2B selling requires special care because your buyers are under a lot of pressure to make decisions that benefit their organization. Their buying process is often long and convoluted, sometimes involving teams of up to 23 decision-makers. Another reason is that 72% of B2B buyers prefer not to work with a sales rep at all, opting instead to make purchases online.
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