Resources

Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

Reinforcement: The Key to B2B Sales Rep Training

Will your B2B sales rep training program result in long-lasting sales performance improvement? Or will it all be forgotten within days? If you’re investing in a B2B sales training initiative, give your program the best chance of success by implementing a reinforcement program designed to improve retention and keep the momentum of your training message going until your reps have the opportunity to really apply it.

How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom––a leading video and communications platform company––was finding it increasingly challenging to train their global salespeople on their multiple product lines and 1000’s of different conversations. Their sellers had different levels of experience and proficiency, and it was a constant struggle to get them properly certified, especially as traditional methods were proving to be unexciting, time-consuming, and ineffective.

Intro Guide to Data-Driven Sales Onboarding

BrainShark

Just as tests and report cards indicate strengths and areas of improvement for students, sales teams need to track learning progress and results for new sales reps during on-boarding. Check out this exclusive eBook for details on how data can improve on-boarding. Download the eBook today!

How to Buy Sales Training That Delivers Results

If we've learned anything over the last two years, it’s that if your sales team is not actively developing skills you are falling behind. 40% of businesses missed their revenue targets last year. Only 24% of salespeople hit their quota. It’s as if the market skipped a beat and you’re left to play catch up. The best organizations leverage professional sales training programs to impact demand generation, discovery, conversion from demos, pipeline velocity, deals won, and deal size.

Replace Your COLD Emailing with Data-Driven WARM Outreach

Many B2B professionals have a misguided perception that cold emailing has poor returns. The fact is, the effectiveness of cold emails varies greatly and is often dependent on the quality of your prospect data. In the eBook, discover the mistakes that are killing your conversions as well as the data-based techniques that can elevate your next campaign.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

This year, 2 in 5 people are starting holiday shopping earlier than they did last year. That early shopping is important because 34% of shoppers expect to spend more this year too. As for what shoppers most want to buy in store, you'll have to read Klarna's “The State of Smoooth: 2021 Holidays Unwrapped” report to find out.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Dump collecting leads for Account-Based Marketing and eventually, as your program matures, the focus shifts to these four ABM pillars: New business generation.

The Essential Guide to Selling by Telling Your Touchstone Story

In our fast-paced, digital world sometimes the best way to stand out in sales is to slow down and connect. Genuine connection facilitates an openness to trust, which leads to consistent sales. Storytelling is key to building this all-important trust. Sales reps who learn to tell rather than sell have a critical tool for creating connections with their prospects.

The Hidden Costs of Content

This eBook explores the concept of "total cost of content." This cost can occur in three main categories: Time, bandwidth, and compliance audits. Find out how you can incorporate some easy steps to execute better content from the beginning!

How to Properly Improve & Adopt CRMs Into Your Business

Many CRM systems are still well in the past. The systems do not do what their users, especially salespeople want them to do. Users do not see them as helpful. Why not? What can be done to improve the situation? You will not be surprised to learn that technology is only one aspect of this picture. Join Thomas Wieberneit, co-founder and CEO of aheadCRM, for his discussion on what we can do to make our CRMs better and more widely adopted.

Top 5 Ways to Drive Sales Rep Productivity

The premium for growth in B2B industries is higher than ever. The pressure is on for Chief Revenue Officers (CROs) and sales leaders to optimize their revenue engine by achieving consistent rep performance, quarter after quarter. Use this whitepaper to learn how to transform your revenue engine by: Equipping your teams with the right content. Training your reps with excellence.

An Insider’s Guide to Choosing the Right Sales Training Partner

This is a defining moment for every leader and their sales organization. You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy. This eBook will change the way you select the right sales training partner and dramatically enhance your chances of success.

Changes in Consumer Habits: Looking Back Over the Last 12 Months for Restaurants

This large-scale North American survey explores changes in expectations over the last year. You’ll learn: What consumers expect from restaurants and food service establishments. How habits are solidifying. Where to focus efforts to drive the greatest impact.

The Impact of the Behavior Change Cycle on Call Center Performance

VoiceOps developed the Behavior Change Cycle to address the problem of behavior adherence among call center teams. It drives double-digit boosts in adherence and increases conversion rates. This info sheet shows real ROI data so you can see what the Behavior Change Cycle could do for your call center teams.

Reader Survey 2021 Sales Pro Central