Empowering B2B Sellers Through Sales Technology

Sales and Marketing Management

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet. To be successful, it’s time to focus on the value of the company and leave the stagnant sales decks behind.

“The Boom In Sales Technology”

Partners in Excellence

I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” ” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We see the MarTech and other charts, with 1000’s of suppliers, in unimaginable niches, giving us the most essential sales and marketing technologies, guaranteed to drive performance and customer engagement.

How to Choose New Sales Technology (With “No-Brainer” Checklist)

Sales Hacker

New tech will constantly come to market and your needs will continually evolve. 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.

You Are the Ultimate Sales Technology

No More Cold Calling

Technology is fantastic, but it will never replace a great salesperson. You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. Over the last 30 years, I’ve seen technologies come and go.

How to Drive Adoption of Sales Technology


You finally signed the contract on the new sales tool you’ve championed for months. Now you need to drive adoption across your sales team. But modern buyers demand fresh, digital sales tactics , so doing nothing simply isn’t an option. Best Practices Sales

The 13 Least Known Sales Technologies


Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known).

The 2018 Sales Technology Landscape: Discover 800+ Players Ruling the Topology

Sales Hacker

A lot has happened in the s ales tech space since I introduced my first sales tech landscape last summer. The 38 categories illustrate the extreme fragmentation of the market. We are still in the first innings of this market. 2) Sales Engagement. 3) Sales Analytics.

Sales Technology Best Practices: Superuser Tips for Success


New technologies are automating the sales process and making organizations more productive and efficient than ever before, and the impact on business growth is undeniable. Read on for superuser tips from Velocify customers on how to get the most out of your sales solution.

Riding the Wave of Sales Technologies to Revenue


As new sales technologies continue to pave the way with expanded functionality and efficiencies, successful sales organizations are taking note by riding the wave of automation to revenue. Efficiency gains and overall sales process improvements have a direct impact on revenue.

Close Bigger Deals with Account-Based Marketing through Live Chat

Sales Hacker

The post Close Bigger Deals with Account-Based Marketing through Live Chat appeared first on Sales Hacker. Choice Intercom Partner Sales & Marketing Sales Technology Webinars

The Top 5 Technologies to Support Revenue Enablement

Sales Benchmark Index

Your buyers are behaving differently. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors. Recently, HBR identified 40 unique points of value that your buyers consider before.

When It Comes to Sales Technology: Don’t Forget the Conversation

Funnel Clarity

In the last decade, the explosion of sales technology has changed the way we conduct sales and marketing. Today, we can find an application to automate and analyze almost any part of the sales and marketing process making us far more productive and knowledgeable about our customers than ever before. Sales Process

Introducing the Glossary for Sales and Marketing Tech

DiscoverOrg Sales

If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. We look forward to adding more terms as a litmus test for the latest tactics and technologies developed for sales and marketing professionals.

Biggest Change in Sales Technology In The Last Five Years is iPad mini

Fill the Funnel

There is more activity in the sales web tools and technology arena than I have experienced over the last five years. There are new sales tool experts popping up everywhere and for good reason – sales people now understand the power that these tools wield.

Time to Get Your Data and Tech Stack in Shape for 2019

Smart Selling Tools

As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? It’s important to think about how to optimize your business processes and technology. Sales enablement – 8%.

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Stay Engaged with Borrowers Using Email Marketing


One of the biggest struggles today’s lenders have is shifting from a refi market to a purchase market. Fortunately, using email marketing can be an effective tool to sustain continuous awareness in both borrowers and referral partners.

Effective Email Marketing in an Age of Compliance


Effective email marketing can make all the difference for your business. To engage in effective email marketing, lenders need to monitor the activities of their sales teams and have policies and procedures in place to act as an insurance policy against loan officers “going rogue” on email.

6 steps to effective email marketing for mortgage lenders


Our new eBook, “An Email Marketing Guide for Mortgage Lenders: 6 Steps to Effective Email Marketing in an Age of Compliance and Digital Consumer Engagement,” focuses on six steps to create a powerful email marketing strategy. Mortgage marketing compliance via email essentially comes down to truth in advertising: Don’t use language that could be considered misleading.

The CCPA for Sales and Marketing Leaders: Everything You Need to Know (California Consumer Protection Act)

Sales Hacker

Sales and Marketing have officially joined the likes of healthcare, telecom, and financial services as a regulated market. For any company with a Sales and Marketing function, compliance may very well be the new standard.

Sales Tech Simplified with @Katie_E_Bullard: How to Eliminate the Problem of Data Decay

Smart Selling Tools

We call it Sales Tech Simplified. It is now a must-have for any competitive business in the marketplace – and refers to any and all company, contact, and behavioral data sales and marketing teams rely on to execute effective sales and marketing campaigns.

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6 Steps to Improve ROI of your Mortgage Email Marketing


Email is a powerful sales and marketing tool. In fact, it might surprise you that email marketing, when done right, has the highest ROI for your marketing dollar. ” According to VentureBeat, email is the channel generating the highest ROI for marketers.

The 33 Best Slack Integrations and Apps for Sales & Marketing Productivity

Sales Hacker

To make sense of all this Slack madness, we’ve decided to breakdown our top picks of slack integrations for sales & marketing productivity. Top Benefits of Using Slack Integrations for Sales & Marketing Productivity. Sales Technology Articles

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

I’ve been to many conferences over the years, but lately they’ve been centered around Sales. Matt Heinz , my marketing mentor, said it’s one of the best B2B marketing conferences of the year. Marketers need to humanize the B2B decision-making journey.

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3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Once they consummate the sale, and the contract is signed, they hunt up their next deal. Then, post-sales customer support teams often find themselves in fire-fighting mode. They continue to do business with you and your organization based on the value of post-sales support.

4 Lessons B2B Marketers Can Learn from B2C Marketers


The differences between B2B marketing and B2C marketing run deep. These differences range from price point to length of sales cycle, to key buying motivators, and beyond. Consider these statistics: Only 23% of B2B marketers say they have a customer-centric structure ( source ).

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When Our Customers tell Overstated Stories and We believe Them

Babette Ten Haken

This connection signifies that we are doing our homework and are engaged in effective marketing. Is this company “poised to move to the next level” simply because their sales team had a few good years? Current and potential customers can tell us overstated stories.

Generate 25%+ of Sales Pipeline Opportunities from Marketing

Sales Benchmark Index

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. But does the sales leader share this enthusiasm?

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. It is the primary objective for CEO’s and for Sales and Marketing executives.

Intent Data Turns a Buyer-Centric World From a Curse into a Blessing

Sales Hacker

Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. In a market close to us, Martech, Scott Brinker is now listing almost 7,000 solutions.

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The Future of AI for Sales (And How to Prepare for It)

Sales Hacker

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. In fact, automation is already impacting sales, and its influence will only continue to grow.

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Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

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. Announcer: Welcome everybody to Sales Enablement Radio.

The 3Cs of Content Scoring

The ROI Guy

See this new article to check out the 3 C's of content scoring and learn how it could be a valuable measure and method to optimize your sales content: [link] @AskJamieTurner #60secondmarketer #salesenablement #salestools #contentmarketing #valueselling.

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How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Wait, wasn’t technology supposed to solve that problem? attain quota, and about 65 percent of sales reps in Europe do so.

2018 SalesTech Landscape

Smart Selling Tools

Fast forward to today and that number has increased by 25% to over 500 discreet sales solutions, crazy right? If you want to get better at targeting the right people and accounts, at the right time, you’ll want to look at technologies to the far left of the chart.

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The 2019 SalesTech Landscape: What’s Hot and What’s Not Today

Sales Hacker

Markets across all industries are becoming more crowded. This hardship, combined with the CRM transition to the cloud and the rise of digital selling, has created a mini gold rush for sales software fueled by abundant VC money. Sales have become a number’s game.

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The Top 5 Things Unleash Taught Me About the State of Sales Tech in 2019

Sales Hacker

That’s something I overheard as I walked around the expo hall packed with over 30 of the fastest growing technology companies in the world (ie. But how could I choose between an opening keynote announcing some extremely exciting news for the world of sales tech (can you say Outreach Galaxy?),

In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)

Sales Hacker

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. Namely… What does the perfect sales stack look like? 5 sales activities that can be optimized with tech.

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3 Ways Sales Can Use a CDP to Improve Account-Based Selling

Sales Hacker

Customer data platform (often called CDP) isn’t a term you hear very often — especially outside of marketing. Among marketers, CDPs are the go-to tool for personalizing the customer journey, creating granular segments and developing a 360-degree view of customer interactions with the brand.

A New Hope That Will Change Your Approach To Sales Software


Recent advances in sales software have revealed a striking paradox. On the one hand, we’ve seen an explosion in the number of sales technologies on the market. sales enablement CRM crm integration sales and marketing alignment sales tech stack sales technology

You Didn’t Ignore The Evolution of Tech then, why do it now?


There are 5 stages of technology adoption that have proven true for most new emerging technology. They’re willing to take risks and are the first to adopt new technologies. This group will influence the following groups to adopt new technology. Sales Intelligence.