Sales 2.0

AUGUST 1, 2023

The last decade, or so, has been the era of bringing science to sales, or certainly mathematics. The advent of more powerful computing and the increase in investment in sales technology has produced an ocean of data ready for those of us who love to crunch numbers. The articles below can start us off in the right direction.

Scale 195

Scale Enterprise Enterprise Outbound 195

InsideSales.com

JULY 29, 2019

RELATED: How Artificial Intelligence Helps Sales Reps Close More Deals In this article: Redefining Enterprise Information Architecture The Sales Technology of the Last Generation Sales Reps […]. Read on to find out more.

Sales Technology 59

Sales Technology Enterprise Enterprise Benefit 59

No More Cold Calling

MAY 17, 2012

The New Technology Problem. In the article, “ Internet Addiction Can Harm Real Relationships ” ( San Francisco Chronicle; November 15, 2009), Benny Evangelista writes about the signs of technology addiction. But you need to connect person-to-person first if you ever intend to expand your network.

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Sales Technology Conference Face-to-face Referrals 200

Sales Hacker

MAY 29, 2019

Which means you’re going to be evaluating new sales tech on a regular basis. In this article, I’ll share a simple plan for evaluating new sales tech, so you can confidently say yes or no to any new offers. Choosing New Technology: a Bird’s Eye Perspective. What are the things you care about when evaluating sales tech?

Sales Technology 71

Sales Technology How To Vendor ROI 71

Cincom Smart Selling

DECEMBER 8, 2016

Introducing new sales technology can help your team boost productivity, increase revenue, and simplify complicated tasks. That said, it’s not easy to get every sales rep on board. Additionally, most IT managers are primarily technical thinkers and may find talking to sales teams a little out of their comfort zone.

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Sales Technology Software Software Proposal 61

Fill the Funnel

JANUARY 23, 2013

The number one topic that I will be speaking and training on during Q1 of 2013 – iPad’s for Sales. “iPad mini for sales teams is shaping up to be the biggest impact in sales technology in the last five years.” What is even more evident is that the new favorite in this lineup is the iPad mini.

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Sales Technology Top of Funnel Trends Tools 125

Vainu

NOVEMBER 28, 2021

Sales professionals who leverage sales technology outperform their peers. In this article, we'll introduce you to the eleven sales software categories that we think are the most important for you to be acquainted with.

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Sales Tools Tools Software Software 118

SBI Growth

DECEMBER 22, 2021

Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency. Specifically, Smart Selling Tools cites that $1.5B

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B2B Vendor Software Software 347

No More Cold Calling

JUNE 14, 2018

There’s a lot of great sales technology out there, and it would be dumb for sales reps not to use it. But sales technology doesn’t close business. Read the rest of the article on First Round Review. When internet leads and a call script no longer reap new business. Don’t get me wrong.

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Referrals Networking Oracle How To 220

No More Cold Calling

DECEMBER 14, 2017

Bohns, summarizes their findings in a recent Harvard Business Review article. Read the rest of the article.) . Whether account based sales reps are asking for referrals or persuading prospects to become clients, face time is crucial. One of the researchers, Vanessa K. She writes: . There you have it. Get Back to Basics.

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Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

JULY 27, 2023

Note: This article was originally published in Top Sales Magazine. Download the February 2023 issue to read this article and more. Whether you’re trying to close a deal or get a referral, pick up the damn phone and have a real conversation! Or better yet, catch a plane, train, or automobile and meet in person.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

SBI

JUNE 27, 2019

It also involves answering the question, “What processes, technologies and responsibilities should the role envelope and which should it not?” What follows is an article originally posted by John Moore of Bigtincan. Our friends at Smart Selling Tools have a survey underway, The 2019 Sales Technology Benchmark Survey.

Sales Enablement 110

Sales Enablement Survey Exercises Sales Technology 110

Vendor Neutral

APRIL 16, 2021

Buy-in and Adoption Are Shortchanged Your endeavors to cement data in your decision-making process are no different than your efforts to successfully implement any new piece of sales technology. This article outlines some shocking statistics about data: Organizations lose an average of $13.3

Webinar Metrics 80

Webinar Metrics Data Strategy Revenue 80

Janek Performance Group

JANUARY 9, 2024

But an alternative question sales leaders must consider is, “Do salespeople need to be trained in AI?” In this article, we explore the impact of AI on sales, considering the pros and cons while navigating how sales leaders can successfully leverage this technology to enhance their sales teams’ performance.

Ideal Customer Profile 62

Ideal Customer Profile Outbound CRM Data 62

No More Cold Calling

SEPTEMBER 28, 2017

With the introduction of AI sales technology, computers will soon replace salespeople. AI is not a fix for what’s wrong with your sales department. George Bronten of Membrain explains why AI is not a fix for what’s wrong with your sales department in his post, “ Sorry, but AI Is Not Going to Do What You Think It Is.”.

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Account Lead Rank Lead Scoring Referrals 245

SBI

OCTOBER 23, 2018

According to an article in German business newspaper Handelsblatt , Lidl purchased SAP at the beginning of the project to form the technology basis for their implementation, expecting to customize it to fit their needs. Altering existing software is like changing a prefab house,” says the article.

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Software Software SAP CRM 139

Awarathon

FEBRUARY 3, 2023

In this article, we’ll explore some […] The post Breaking 4 myths about AI in training and L&D appeared first on Awarathon. Author: Vishala Pechetti 4th January 2023 Introduction While AI is the future of work, there are a lot of myths floating when it comes to AI in training. In reality, it is far from the truth.

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Training Sales Technology Sales Coaching Coaching 98

Zoominfo

OCTOBER 5, 2021

Let Customers Tell Their Own Success Stories – Salesforce The popular sales technology company specializes in a particular kind of brand storytelling: They allow their customers to tell their stories for them. Their Success Stories page follows clients who have used Salesforce to grow their businesses.

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Examples B2B Microsoft Case Study 130

Allego

FEBRUARY 28, 2023

AI tools such as ChatGPT have many potential applications in sales , from creating marketing content to predicting customer behavior. But every new article raises more questions: What does this mean for sales teams? How many new AI tools are there? How do you even use these things?

Tools 118

Tools Lead Rank Lead Scoring Microsoft 118

InsideSales.com

MARCH 27, 2019

Learn how you can use technology to scale your sales team from Christopher Fago, Cloud Security Sales Manager of Palo Alto Networks.

Scale 61

Scale Networking How To Sales Technology 61

No More Cold Calling

DECEMBER 15, 2016

As your reps rely more on sales technology, they may be forgetting how to actually sell. . I read a Newsweek article years ago about how kids now depend so much on calculators that many are unable to recognize basic mathematical patterns, like when the answer to a problem should be 150,000 and not 1,500. Not anymore.

Sales Automation 120

Sales Automation Referrals Decision Maker Cold Calling 120

Zoominfo

MAY 23, 2019

Example: A company specializing in B2B sales technology wants to promote their newest product. Based on opinions and gut feelings, they think it’s an important addition to technological landscape. Distribute the survey by email campaign, social media, or on your website. But, they don’t have data to back this.

Data 188

Data Strategy Survey Retail 188

Showpad

MAY 17, 2019

How to Close the Gap Between Sales Forecasting and Reality. A recent MarTech study found that only 28 percent of closed deals were accurately forecasted by sales teams. This article gets to the bottom of why reps over- or under-forecast, and how new technology can help. Why is there such a discrepancy in forecasting?

Sales Enablement 69

Sales Enablement Forecasting Sales Forecasts Maximizer 69

No More Cold Calling

JANUARY 29, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. “Joanne, the challenge is always in the execution.” What’s going wrong?

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Referrals Gatekeeper Hiring Sales Qualified Lead 156

Mindtickle

JANUARY 4, 2019

Looking back at the last year, we’ve seen some exciting trends in 2018 – and as we kick off the new year, we’re excited to talk about some of the sales trends that are soon to come. How is sales technology expected to change and expand? What new technologies should your company be gearing up towards in 2019?

Trends 61

Trends Channels Sales Enablement Follow-up 61

Sales Hacker

MAY 26, 2021

But wait, what are revenue innovators? So glad you asked.

Data 97

Data Hubspot Comparison Revenue 97

LeadFuze

DECEMBER 1, 2021

Key Sales Insights to Improve Business Results in 2022. Invest in sales technology and methods to increase productivity. Managers should focus on frontline sales, not just the management of their company. 1) Invest in sales technology and methodologies. 12% Shorter sales cycle. 56% Larger deal sizes.

Webinar Metrics 52

Webinar Metrics Banking Hubspot Maximizer 52

Mindtickle

JANUARY 4, 2019

Looking back at the last year, we’ve seen some exciting trends in 2018 – and as we kick off the new year, we’re excited to talk about some of the sales trends that are soon to come. How is sales technology expected to change and expand? What new technologies should your company be gearing up towards in 2019?

Trends 52

Trends Sales Enablement Channels Follow-up 52

Sales and Marketing Management

APRIL 22, 2019

Business Pain Point #3: The Manual Nature of Sales and Why Reps Have So Little Time to Sell. Burdensome administrative tasks and sales technology that can be described only as user-unfriendly are some of the main culprits behind this lack of meaningful activity. The sales tech stack has arrived.

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Top of Funnel Hiring Quota Revenue 240

SBI

SEPTEMBER 17, 2019

.” This week at Gartner’s CSO & Sales Leader Conference, Invisible.io will unveil RevenueGrid and share its insights at the Revenue Acceleration space with top sales influencers. was named as the best sales technology of 2019? Blog Article. It’s derived from Invisible.io About Invisible.

SAP 84

SAP Enterprise Enterprise Oracle 84

Zoominfo

MAY 17, 2018

Needless to say, this paints a less-than-promising picture of sales forecast accuracy. In this article, we’ll break down five actionable strategies you can put in place to speed up your sales pipeline , roll out more accurate sales forecasting, and make course corrections before it’s too late.

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Sales Forecasts Forecasting Pipeline Scale 232

Lead411

JULY 25, 2023

Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael, Tony Hughes, et al. In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever. The availability of comprehensive B2B data has transformed.

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B2B Top of Funnel Lead Rank Funnel 98

Zoominfo

JUNE 3, 2018

The following article outlines the thought-process behind our ABM campaign and offers four important lessons we learned along the way. There’s no way around it– the tools and technologies we use to execute our work have a direct impact on our success as Sales Development professionals. Continue reading. Continue reading.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

Sales Hacker

JUNE 21, 2021

But wait, what are revenue innovators? So glad you asked.

Hiring 96

Hiring Marketing Comparison Face-to-face 96

Showpad

APRIL 5, 2019

Discover more in this article. Your Sales Forecast Is Broken, But You Can Still Fix It. Sales forecasting requires some upfront planning; in fact, formal forecasting can increase win rates. This article will help you get on the right track. What the next generation of sales looks like.

Sales Enablement 60

Sales Enablement Journal Forecasting Sales Forecasts 60

Pipeliner

JUNE 4, 2023

This article concludes our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology.

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Industry Construction Tools CRM 52

Crunchbase

AUGUST 12, 2022

With solid earnings and endless opportunities for growth on offer, there’s never been a better time to consider starting a career in tech sales. In this article, we’ll discuss what a career in tech sales looks like and tips to succeed in the role. What is tech sales really about? Don’t be afraid to ask for help.

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Salary How To Software Software 52