INDUSTRY INSIGHTS YOUR PEERS ARE READING
Cloning Your Closers: Your 2019 Sales Enablement Playbook for Consistency Selling. In 2019, sales teams will focus strongly on ensuring every rep on the team can replicate the success of their top reps. The Sales Enablement function is going to play a central role in “cloning the closers.” MORE
3 Ways to Retain Top Talent with Sales Readiness. Finding the right sales talent isn’t easy – but even when you hire the perfect candidate, keeping them for the long-term can be a whole different challenge. MORE
While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine. MORE
On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland. MORE
Why an Industry Giant Left Their Traditional CRM. Global Marine Group is a market leader in offshore engineering and underwater services. The company has a legacy of 165 years in deep and shallow water operations, and operates all over the globe. MORE
Complete Customer Referral Project Checklist. Start your new Customer Reference Program the easy way! Whether you’re starting a program from scratch and aren’t sure where to begin, or just need to do some minor tweaking, these robust and interactive planning guides are a must-have! MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. MORE
SalesTech Video Review: Seismic. Seismic is an enterprise-grade sales enablement platform to equip your sales teams with all the knowledge, training and personalized content they need to succeed in every buyer interaction. MORE
How to Spot Buying Signals – with Intent Data. If you’ve ever bought a house, you know the drill: Location, location, location! But in the world of B2B sales? It’s timing, timing, timing! “ Bad timing is the worst objection you can get!” says DiscoverOrg’s Manager of Sales, Brandon Battey. “It’s MORE
Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product. Microlearning Pioneer Welcomes Software Industry Veteran Jim Bowley to Senior Leadership Team. Organizations today need a highly skilled workforce to meet critical business goals and sales objectives. MORE
Making Sense of the Sales Ops Tech Stack. While there are many point solutions now available to facilitate the sales process, the reality is most companies can achieve much of what they want within their CRM today, given proper policy to sales process alignment. MORE
SalesTech Video Review: Revegy. Revegy gives enterprise sales organizations the tools needed to identify, grow and retain deals from its largest accounts. MORE
Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. Solving Human Problems: A Case for MarTech – Design Thinking. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget. MORE
If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lauren Mead , CMO of Timetrade. MORE
“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing. MORE
4 Low-Touch Customer Success Model Myths. You can’t sell the same product to everyone, nor can you sell different products in the same manner. Each customer has a unique set of characteristics that can determine a wide range of needs and wants. MORE
SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. game changer. Definition of game changer. :a MORE
Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap. MORE
Customer-Specific Prices: The Silent Source of Margin Leakage. MORE
Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time. MORE
How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso. MORE
Seven years. A thousand employees. Hundreds of consultants. 500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S. MORE
SalesTech Video Review: Finlistics. Finlistics offers a complex and comprehensive business intelligence database of insights to create a rich profile of your prospects. By leveraging this information, sellers can have much more detailed conversations about the customers current business challenges. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Mark Kopcha , Founder & CEO of Revegy. MORE
I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. MORE
Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Mark Magnacca , Co-Founder and President of Allego. MORE
Time to Get Your Data & Tech Stack in Shape for 2019. As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? B2B companies are in planning mode this time of year. MORE
What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. MORE
As a child, you learn the “golden rule” is to treat others the way you want to be treated. But as an adult in the post-digital world, I’m not sure that still rings true. In an era of Netflix, Amazon, and Uber, isn’t it more important to treat people the way they want to be treated? MORE
How Sales Teams Drive Exceptional Customer Experiences. Customer experience has become the basis for competition in the modern world. MORE
DiscoverOrg Acquires NeverBounce. Acquisition of leading email verification provider further enhances accuracy of DiscoverOrg and ZoomInfo B2B intelligence platforms. Every bad email address can cost an organization up to $11 per record, which equates to millions of wasted dollars for many companies. MORE
Smart Selling Tools
MARCH 19, 2019
3 Ways to Retain Top Talent with Sales Readiness. Finding the right sales talent isn’t easy – but even when you hire the perfect candidate, keeping them for the long-term can be a whole different challenge.
Smart Selling Tools
MARCH 7, 2019
How Sales Teams Drive Exceptional Customer Experiences. Customer experience has become the basis for competition in the modern world.
Smart Selling Tools
MARCH 17, 2019
How a Non-Profit was Able to Track Donor Engagement & Increase Personalized Communication.
Smart Selling Tools
MARCH 18, 2019
Why an Industry Giant Left Their Traditional CRM. Global Marine Group is a market leader in offshore engineering and underwater services. The company has a legacy of 165 years in deep and shallow water operations, and operates all over the globe.
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Smart Selling Tools
DECEMBER 12, 2018
I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs.
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Smart Selling Tools
MARCH 15, 2019
Complete Customer Referral Project Checklist. Start your new Customer Reference Program the easy way! Whether you’re starting a program from scratch and aren’t sure where to begin, or just need to do some minor tweaking, these robust and interactive planning guides are a must-have!
Smart Selling Tools
DECEMBER 4, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget.
Smart Selling Tools
FEBRUARY 21, 2019
SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. game changer. Definition of game changer. :a
Smart Selling Tools
NOVEMBER 28, 2018
While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine.
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Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.
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Smart Selling Tools
FEBRUARY 14, 2019
Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time.
Smart Selling Tools
FEBRUARY 12, 2019
How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso.
Smart Selling Tools
DECEMBER 20, 2018
Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap.
Smart Selling Tools
NOVEMBER 13, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lauren Mead , CMO of Timetrade.
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A blueprint for turning average performers into top reps.
Smart Selling Tools
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage.
Smart Selling Tools
OCTOBER 30, 2018
If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group.
Smart Selling Tools
DECEMBER 18, 2018
Time to Get Your Data & Tech Stack in Shape for 2019. As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? B2B companies are in planning mode this time of year.
Smart Selling Tools
NOVEMBER 1, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Smart Selling Tools
OCTOBER 23, 2018
Seven years. A thousand employees. Hundreds of consultants. 500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S.
Smart Selling Tools
OCTOBER 17, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Mark Kopcha , Founder & CEO of Revegy.
Smart Selling Tools
OCTOBER 11, 2018
Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. Solving Human Problems: A Case for MarTech – Design Thinking.
Smart Selling Tools
OCTOBER 9, 2018
On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland.
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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
Smart Selling Tools
MARCH 8, 2019
Cloning Your Closers: Your 2019 Sales Enablement Playbook for Consistency Selling. In 2019, sales teams will focus strongly on ensuring every rep on the team can replicate the success of their top reps. The Sales Enablement function is going to play a central role in “cloning the closers.”
Smart Selling Tools
MARCH 14, 2019
Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product. Microlearning Pioneer Welcomes Software Industry Veteran Jim Bowley to Senior Leadership Team. Organizations today need a highly skilled workforce to meet critical business goals and sales objectives.
Smart Selling Tools
OCTOBER 4, 2018
What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking.
Smart Selling Tools
SEPTEMBER 20, 2018
“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing.
Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group
Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.
Smart Selling Tools
DECEMBER 13, 2018
As a child, you learn the “golden rule” is to treat others the way you want to be treated. But as an adult in the post-digital world, I’m not sure that still rings true. In an era of Netflix, Amazon, and Uber, isn’t it more important to treat people the way they want to be treated?
Smart Selling Tools
MARCH 5, 2019
DiscoverOrg Acquires NeverBounce. Acquisition of leading email verification provider further enhances accuracy of DiscoverOrg and ZoomInfo B2B intelligence platforms. Every bad email address can cost an organization up to $11 per record, which equates to millions of wasted dollars for many companies.
Smart Selling Tools
JANUARY 22, 2019
Making Sense of the Sales Ops Tech Stack. While there are many point solutions now available to facilitate the sales process, the reality is most companies can achieve much of what they want within their CRM today, given proper policy to sales process alignment.
Smart Selling Tools
JANUARY 17, 2019
How to Spot Buying Signals – with Intent Data. If you’ve ever bought a house, you know the drill: Location, location, location! But in the world of B2B sales? It’s timing, timing, timing! “ Bad timing is the worst objection you can get!” says DiscoverOrg’s Manager of Sales, Brandon Battey. “It’s
Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego
Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.
Smart Selling Tools
FEBRUARY 5, 2019
Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Mark Magnacca , Co-Founder and President of Allego.
Smart Selling Tools
JANUARY 20, 2019
SalesTech Video Review: Revegy. Revegy gives enterprise sales organizations the tools needed to identify, grow and retain deals from its largest accounts.
Smart Selling Tools
JANUARY 8, 2019
4 Low-Touch Customer Success Model Myths. You can’t sell the same product to everyone, nor can you sell different products in the same manner. Each customer has a unique set of characteristics that can determine a wide range of needs and wants.
Smart Selling Tools
FEBRUARY 3, 2019
SalesTech Video Review: Seismic. Seismic is an enterprise-grade sales enablement platform to equip your sales teams with all the knowledge, training and personalized content they need to succeed in every buyer interaction.
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
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