Brooks Group

NOVEMBER 10, 2023

This has given rise to the temptation for sales professionals to resort to pressure, gimmickry, discounting, and just plain hounding in an effort to close new business. That’s true in any sales landscape. To thrive in the current economy, organizations must look within to improve sales efficiency.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

SBI

NOVEMBER 6, 2018

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. After rollout of their product, typical sales orgs spend 20 – 30% more time selling, which is really a game changer.

CRM 46

CRM Sales Sales Analytics B2B 46

Zendesk

MARCH 16, 2022

Sales engineers (also known as technical sales engineers) are specialists focused on selling complex scientific and technological products. They often negotiate high-value enterprise-level B2B sales. Use that knowledge and reach out to your colleagues to see if you can work on more technical B2B sales.

Sales 98

Sales CRM B2B Negotiation 98

Showpad

JULY 31, 2018

The Sales team of any B2B organization is only as good as the marketing content they use when interacting with buyers. Shared technology with Sales. Marketers are not strangers when it comes to using technology to their benefit. But the disconnect happens because technology is not shared.

Marketing 40

Marketing B2B CRM Sales 40

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? You just need sales intelligence to win.”

Account Management 58

Account Management Sales Facilitation CRM 58

SBI

DECEMBER 18, 2018

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. It’s important to think about how to optimize your business processes and technology. And that’s not the case here.

Artificial Intelligence 49

Artificial Intelligence Sales Technology Prioritization Decision-making 49

Showpad

FEBRUARY 7, 2019

If you need a refresher, here’s everything you need to know about sales enablement. Sales Management Association research discovered that organizations considered “laggards” in adopting sales technology saw their sales goal achievement drop 12 percent from year to year. What is a Sales Enablement Tool?

Sales 40

Sales CRM Sales Technology B2B 40

Showpad

FEBRUARY 7, 2019

If you need a refresher, here’s everything you need to know about sales enablement. Sales Management Association research discovered that organizations considered “laggards” in adopting sales technology saw their sales goal achievement drop 12 percent from year to year. What is a Sales Enablement Tool?

Sales 40

Sales CRM Sales Technology B2B 40

Miller Heiman Group

NOVEMBER 26, 2019

Move the Deal : Just wrapped on season 1, Miller Heiman Group’s sales strategy podcast focuses on helping sales professionals further hone their skills and boost performance by sharing the latest trends, best practices and new sales technologies.

Sales 64

Sales Finance Sales Technology CRM 64

SBI

SEPTEMBER 17, 2019

Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be. Through its unique, account-specific revenue signals and automated outreach, the enterprise cloud solution is promised to accelerate sales in a way that CRM and AI alone cannot.

Account Planning 33

Account Planning Sales CRM Sales Technology 33

SBI

MAY 2, 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. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Zilliant IQ is not like most sales technology tools.

Profitability 55

Profitability Artificial Intelligence eCommerce Sales 55

SBI

OCTOBER 30, 2018

Those are typically Sales Enablement types of solutions. Our landscape looks at all sales technology and that includes, believe it or not, forty-three categories. So Sales Enablement/Content Management and then skills development and reinforcement are just two of those. Nancy Nardin: Don’t start with the technology.

Sales 55

Sales CRM Sales Technology e-Learning 55

SBI

JULY 7, 2015

The point I want to make is that with all the sales tools available (and by the way, there are well over 1,000) you’d be expected to ask yourself questions like; Which tools should I be using; What tools do other companies use; What’s the average number of sales tools an organization deploys; Which tools have the biggest impact on sales performance?

Acquisition 47

Acquisition Suppliers CRM B2B 47

SBI

DECEMBER 9, 2019

The Top Sales Tools Guide recognizes companies with unique capabilities for solving revenue-generating challenges. Sales organizations rarely have the resources to adequately keep up on all the sales technology offerings. That’s why we produce the Top Sales Tools of the Year Guide.”

Account Planning 26

Account Planning Software Software Acquisition 26

SBI

NOVEMBER 2, 2017

Typically, companies turn to Model N with a specific focus, such as Sales, as a starting point, but are confident knowing that they can continue to expand their use of Revenue Cloud solutions to other functions and organizations. Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product.

Finance 52

Finance Digital Transformation Profitability Manufacturing 52

SBI

MAY 15, 2018

. “a potential game changer that could revitalize the entire US aerospace industry” There have never been as many game-changing sales technologies as there are today. What we call the 4 Golden Goals of sales organizations. In a glance, you can see how 9 executives answered that question.

Digitalization 8

Digitalization CRM Sales Technology Sales 8

Zendesk

APRIL 15, 2022

Sales funnel facts. Sales call facts. Sales email figures. Inside and outside sales statistics. Sales facts for onboarding. Sales statistics for productivity. Sales technology facts. Cold calling sales stats. B2B sellers, however, should call prospective buyers directly.

Sales 52

Sales Sales Technology CRM Remote Working 52

SBI

FEBRUARY 3, 2021

By Nancy Nardin I first started curating and categorizing sales technologies in 2010. As we release our 2021 SalesTech Landscape, you’ll now find 1078 solutions (a whopping 461 are CRM solutions) spread out among 45 unique categories. 1] They can also sell to B2C but B2B has to be a primary focus. [2]

CRM 72

CRM B2C Sales Technology Software 72

Zendesk

SEPTEMBER 19, 2022

That’s why we gathered 35 of the top pieces of sales advice from sales professionals around the world. Dive in as they share their hard-earned knowledge on the following topics: Sales leadership. Sales careers. Sales performance. Sales technology. Sales leadership. Sales technology.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

Miller Heiman Group

APRIL 25, 2018

From changing buyer preferences to declining sales performance to emerging sales technology, it quickly became clear that the world of sales and service will never be the same. As a result, organizations miss out on opportunities for innovation. Only then will sales technology reduce seller tedium.

Artificial Intelligence 55

Artificial Intelligence Sales Technology Sales Innovation 55

Arpedio

APRIL 1, 2022

Account-Based Selling is a targeted approach to B2B sales. Instead of the conventional one-to-one sales approach, each account is treated as a market of one. The more stakeholders you reach out to, the more likely it is that (at least) some of them will start engaging with you and your organization. Back to blog.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

Mike Kunkle

MAY 11, 2022

I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. How to plan and organize effectively. Sales Tech/Tools.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI

NOVEMBER 16, 2017

Katie: You may have heard terms like sales intelligence, marketing intelligence, intent data, predictive data, or similar: They generally refer to the same thing, which we refer to it as marketing and sales intelligence, and it’s revolutionizing the B2B industry. Sales reps only spend 1/3rd of their day actually selling.

CRM 55

CRM Sales Prioritization Marketing 55

Arpedio

DECEMBER 20, 2023

Outbound sales teams can tailor their approach according to customer needs and interests, creating a more personal connection. Outbound sales can be especially effective for B2B and high-ticket items, where businesses need to reach out to decision-makers and establish relationships that go beyond a single transaction.

Sales 52

Sales Value Proposition Decision-making Communication 52

Hubspot Sales

OCTOBER 10, 2017

Only 24% of sales emails are opened. Seven in 10 B2B buyers watch a video sometime during their buying process. Around three in four organizations use classroom training as their primary way to train salespeople. High-performing sales organizations are twice as likely to provide ongoing training as low-performing ones.

Sales 145

Sales Decision-making Healthcare Media 145

PandaDoc

APRIL 3, 2023

This approach to sales can be used by anyone in any industry. It’s also widely used for B2B sales. What is outside sales? The definition of outside sales is deceptively simple: It essentially covers all face-to-face sales, or all sales that take place outside.

Sales 52

Sales Decision-making Client Relationships Software 52

Hubspot Sales

DECEMBER 27, 2023

According to Gartner, 72% of chief sales officers (CSOs ) cite improving pipeline creation as their top priority. But how can your sales managers and team build a better pipeline if they don't know what a healthy one looks like for your organization? Then, the reps would do pipeline management through the CRM in the afternoon.

Management 93

Management CRM Sales Management Co-Creation 93

SBI

NOVEMBER 7, 2019

Gartner, the world’s leading research and advisory company, named Modus to its Market Guide for Sales Engagement Platforms. The Gartner Market Guide for Sales. Field Sales. Inside Sales organizations are getting a lot of the glory these days; perhaps it shouldn't be a surprise that they're also benefitting from a.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20