Force Management

DECEMBER 28, 2023

As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams. One question asked respondents, “What would help you and your organization have greater sales success?”

Tools 121

Tools Revenue Survey Software 121

Partners in Excellence

OCTOBER 24, 2022

I suppose it’s not surprising, but there’s a lot of talk about the importance of sales stacks. As you would expect, much of it is driven by the vendors of sales technology tools. I guess we need to get in line, doing what all the cool kids are doing and investing in a much bigger sales stack.

Vendor 105

Vendor Account Based Marketing Face-to-face Survey 105

Zoominfo

MAY 23, 2019

Conduct a survey. Technology has made it easier than ever to conduct a customer survey and analyze the findings. If you are struggling to find data to support your PR initiatives, conduct a quick online survey of your customers, prospects, and website visitors. But, they don’t have data to back this.

Data 188

Data Strategy Survey Retail 188

Membrain

JANUARY 22, 2020

Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate.

Report 123

Report Comparison Survey Sales Technology 123

SBI

JUNE 27, 2019

And thank you John, for mentioning our SalesTech Benchmark survey which is currently being fielded. If you have an interest in knowing which tools companies are using, how many, whether they’re satisfied, how much they’re spending, and a lot more, please take a moment to complete the survey.

Sales Enablement 110

Sales Enablement Survey Exercises Sales Technology 110

DiscoverOrg Sales

NOVEMBER 17, 2016

He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication). Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months.

Scale 120

Scale B2B Trends Lead Rank 120

Miller Heiman Group

JULY 28, 2020

With the sudden transition to digital selling, lengthened sales cycles and personnel changes such as layoffs and furloughs, not only has the flow of prospects in sellers’ pipelines trickled to a drip, but customers have also become harder to reach and deals have become more challenging to close.

Trends 85

Trends LinkedIn Lead Rank Lead Scoring 85

No More Cold Calling

JUNE 9, 2019

Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. In a recent HubSpot survey , salespeople said it’s 40 percent harder to get a response from prospects than it was just two or three years ago, and 30 percent harder to close deals. Don’t believe me?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

JUNE 6, 2019

Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. In a recent HubSpot survey , salespeople said it’s 40 percent harder to get a response from prospects than it was just two or three years ago, and 30 percent harder to close deals. Don’t believe me?

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Zoominfo

FEBRUARY 10, 2022

A Gartner survey conducted in early January 2022 found that: 44% of companies delayed or changed reopening plans 27% of executives said that they would push back reopening plans or close locations they had reopened. HR teams also conducted employee roundtables and surveys to get a read on employees’ views about returning to work in person. “It’s

Company 100

Company Guidelines Lead Rank Survey 100

DiscoverOrg Sales

MARCH 3, 2017

Sales Skill. While we would have liked to ask about many other attributes, we limited response options to prevent survey fatigue. Systems and processes that deliver content, training, and tips in the workflow and context of a sales rep’s day. Technology continues to rapidly change how buyers and sellers interact.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

Miller Heiman Group

JANUARY 16, 2020

For the past few years, when the sales industry discusses sales technology trends, artificial intelligence (AI) rises to the top, although it has yet to take a foothold in the industry. of sales organizations—have not used the technology at all. Four Areas to Use AI in Your Sales Technology Stack.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

Janek Performance Group

JANUARY 9, 2024

It’s a reminder that new sales technology should be applied judiciously with careful consideration of the strategic vision. Effectiveness in sales is about achieving the desired outcomes. Finding the proper relationship between efficiency and effectiveness is critical to optimizing sales performance.

Ideal Customer Profile 62

Ideal Customer Profile Outbound CRM Data 62

No More Cold Calling

JULY 1, 2018

Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. 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.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

Allego

JANUARY 13, 2022

MarTech Breakthrough named Allego the Best Overall Sales Enablement Software Solution in its fourth annual awards. The MarTech Breakthrough awards recognize companies, technologies, products, and services in the field of marketing, ad, and sales technology. The Boston Globe’s Top Places to Work.

Lead Rank 157

Lead Rank Lead Scoring Journal Sales Enablement 157

SBI

JUNE 27, 2018

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. You have the opportunity to use sales technology as a competitive advantage.

Webinar Metrics 93

Webinar Metrics Survey Sales Technology Tools 93

Hubspot Sales

MAY 3, 2021

There's no denying that sales can be chaotic. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. Sales orgs need to do what they can to keep things on as even a keel as possible. Prospects can be unpredictable.

Sales Methodology 124

Sales Methodology Sales Process Report Survey 124

Miller Heiman Group

JANUARY 14, 2020

“The good news is that sales operations’ increasing influence has helped more organizations move toward formal and dynamic sales processes, which leads to more effective sales performance. The Broad and Diverse Focus of Sales Operations. The Role of Sales Technology within Sales Operations Best Practices.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

Sales and Marketing Management

NOVEMBER 1, 2018

Author: Xavier Musy CRM platforms are already firmly ensconced within the sales technology and strategies of most small and midsized businesses. Sales teams have been using their CRMs for basic, day-to-day-functions -- such as managing customer information and tracking purchase history -- for decades.

CRM 209

CRM Small Business Small Business Analytics 209

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. According to our survey, 44% of organizations stated that their organization had effectively adapted their sales process to align with how buyers want to buy during COVID.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

SBI

AUGUST 14, 2018

These days, Nardin’s love for salespeople translates to helping their organizations identify and implement the right sales technologies to support their work. Nardin says her passion for sales technology started in the 80s, when she worked as a salesperson for the world’s first laptop computer. Here’s that interview.

Top of Funnel 95

Top of Funnel Vendor How To Sales Technology 95

Velocify

JUNE 13, 2017

A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack. As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

Highspot

FEBRUARY 28, 2024

Overcoming Challenges in Sales Operations Management Sales operations managers face hurdles that can impede the sales process. For instance, managing large volumes of customer data and integrating new sales technologies can disrupt established workflows.

Sales Operations 52

Sales Operations Face-to-face Hiring How To 52

Sales Evangelist

JULY 10, 2023

Strategic Relationship-Building With Databook Unlike a lot of other sales technology, Databook was built to help sellers create strategic narratives for their prospects. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Pipeline 40

Pipeline Margin Education Survey 40

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.

Webinar Metrics 52

Webinar Metrics Banking Hubspot Maximizer 52

RAIN Group

JUNE 19, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, utilizing sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Webinar Metrics 40

Webinar Metrics Sales Leadership Face-to-face Compensation 40

Chorus.ai

JULY 23, 2021

A Modern GTM Platform A recent survey among GTM teams revealed that the top sales technology platform that teams don’t want to lose is their Data Platform (CRM omitted from the survey). The second and third most valued platforms were Sales Engagement and Call Recording.

Data 62

Data Infusion Call-back Intent Data 62

Allego

FEBRUARY 7, 2023

Sales technology has come a long way in recent years and has become an integral part of most organizations. During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. 4 Sales Technology Trends for 2023 1. And most companies did that,” Shea said.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Miller Heiman Group

JANUARY 23, 2020

Sales teams don’t lack for investment in technology. On average, sales organizations routinely use more than 10 sales technology tools with a plan to add more than four in the next year. The challenge in sales tech comes more from a lack of planning and integration.

Forecasting 72

Forecasting Sales Forecasts Sales Operations How To 72

InsideSales.com

APRIL 15, 2021

As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. We recently surveyed 450 top sales dev leaders to evaluate their teams and technologies and learn what’s changed in the sales development world.

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

Highspot

JANUARY 31, 2020

If you find that sales teams consistently fail to meet targets, then granular metrics, such as the ones above, will help uncover roadblocks and enable you to resolve them. How Do You Achieve Sales Excellence? Sales excellence is achieved through the right combination of processes and programs including: Sales enablement.

Lead Rank 98

Lead Rank How To Sales Enablement Analytics 98

Sandler Training

DECEMBER 31, 2019

As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.

Trends 69

Trends Survey Closing Sales 69

Janek Performance Group

MAY 25, 2023

To achieve this, sellers must leverage technology to free up their time, allowing them to focus on being more human in their interactions. Technology should be treated less as a tool and more as a teammate. Key Data Points of the Gartner Buyer Survey Data Point: 75% of Buyers Surveyed Prefer a Rep Free Experience.

Conference 48

Conference Buyer Lead Rank Lead Scoring 48

Sales Evangelist

JULY 26, 2021

The sales industry is seen as untrustworthy, but the individuals who work with buyers are seen differently. Complete our two-minute survey here: thesalesevangelist.com/survey. You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information.

Report 40

Report LinkedIn Revenue Trends 40

Sales Evangelist

JULY 26, 2021

The sales industry is seen as untrustworthy, but the individuals who work with buyers are seen differently. Complete our two-minute survey here: thesalesevangelist.com/survey. You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information.

Report 40

Report LinkedIn Revenue Trends 40

Miller Heiman Group

FEBRUARY 25, 2019

Sales and service professionals will love Benincasa’s strategies and thoughts on building world-class sales teams and taking on a game-changing mindset that creates next-level success. The first chance to hear the results of the 2019 World Class Sales Survey from Chief Research Officer Seleste Lunsford— before they’ve been published.

Groups 59

Groups Hotels Face-to-face Channels 59

Miller Heiman Group

FEBRUARY 13, 2020

Sellers finished next to last in our Buyer Preferences Study , which surveyed the resources of most use to buyers in their decision-making process. To drive change, sales organizations must focus on mitigating these weaknesses and letting go of long-standing—and less effective—sales practices.

Sales Leadership 80

Sales Leadership Hiring Top of Funnel Trends 80