Sales and Marketing Management
JANUARY 26, 2023
Today’s buying realities are substantially displacing this model of revenue acquisition. The emerging role of chief revenue officer will need to manage the three-dimensional view of buyers – marketing, selling and service – deploying the right resources at the right time.
Force Management
NOVEMBER 30, 2023
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment.
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The Pipeline
FEBRUARY 4, 2020
Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”
The Pipeline
JUNE 22, 2020
There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. One Is Willing.
Advertiser: ZoomInfo
Forward thinking sales leaders are starting to prioritize technology initiatives. As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster.
Allego
FEBRUARY 13, 2024
As the business world evolves at lightning speed, shifts in B2B buying behavior have revealed a significant disconnect between what modern buyers expect and the ability of go-to-market (GTM) teams to meet these expectations. And buyers’ want more from the content shared with them. And even then, they prefer digital interactions.
Force Management
APRIL 16, 2024
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum.
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A well-written sales playbook not only streamlines the entire sales process but also ensures your sales team is fully equipped to successfully navigate a variety of sales situations while delivering a clear value proposition to your potential buyers. How to Streamline Your Sales Process.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Save your seat and register today!
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For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms. While buyers clamor for a seller-free experience, sales teams are left in the dark, bereft of crucial insights to their buyers’ progression.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue. More meetings.
Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates
With most of the world’s population active on social media, it is imperative that teams improve their sales strategies by investing in sales coaching & training. Investing in high quality sales coaching will help to systemize your sales strategy and teach your team how to navigate social media in an effective and meaningful way.
Speaker: Jonathan Carlson, Senior Director of Marketing, and Jake Miller, Senior Product Marketing Manager at Allego
Many sales leaders are struggling to adapt their coaching programs in a virtual-first environment—and falling short on coaching means falling short of revenue targets. In fact, 62% of sales professionals say they’ve lost a sale because they couldn’t meet face-to-face with a buyer.
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Learn why automating your documents is key to sales success. Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation.
Speaker: Jonathan Carlson, Senior Director of Marketing, Allego & Jake Miller, Senior Product Marketing Manager, Allego
Imagine if you could go back and review every phone or video conversation at your company: training sessions, conferences, sales calls - anything and everything - and have a teachable analysis ready almost instantly. You could identify topic trends, coachable moments, and examples of what good (or bad) looks like.
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