March Sadness

The Pipeline

I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. I should think we can include front line sales people.

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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance.

The Modern Manager’s Guide to a Productive Coaching Session

LevelEleven

We’ve said it before and we’ll say it again, coaching is crucial to success in sales. According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.”

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 percent of sales leaders agree or strongly agree that they have the talent they need to succeed in the future. Accelerating Sales Transformation.

Why the Future of Sales and Marketing Success Hinges on Innovation

Showpad

The world of sales and marketing technology is an exciting space to be in. The market has grown rapidly and over the past seven years we’ve helped our customers realize incredible benefits from aligning their sales and marketing efforts. Consolidation in sales technology.

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople.

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Increase Sales Forecast Accuracy and Speed Up Your Pipeline

Zoominfo

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win.

Analysing the impact of the ‘Amazon Effect’ on B2B Sales

Artesian Solutions

The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. Whilst in days gone by the B2B purchasing process was limited to in-person sales interactions, today more and more business buyers are growing to expect consumer-like experiences. Perfecting Post Sale.

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The Reinvention of the B2B Salesperson

Showpad

Given the advancement of B2B e-commerce and innovative sales and marketing technology, sales people no longer control a B2B buyer’s entire journey. Now, B2B buyers conduct a majority of their research online and often are close to a decision before ever even contacting a sales representative. From healthcare to construction to manufacturing, B2B salespeople often don’t have the luxury of product differentiation. The role of technology.

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9 Sales Trends to Watch for in 2018

Circleback

But even with the emergence of data management tactics and technologies, most organizations fare poorly by lacking a coherent data strategy. This also calls for top level executives to be more literate on the data and technology front. Technological is advancing, and the market is becoming even more customer-centric. One with a good know-how of both data and technology is likely to make sense of the systems in place, and stay for long and rise. 2017 is finally over.