SBI

JUNE 2, 2020

Why Reliable CRM Data is the Source of all Fast Flowing Revenue Streams. Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. The Definition of Reliable CRM Data. 1] Imagine the impact on your sales success if you could improve on just that one stat.

CRM 49

CRM Sales Technology Government Information Technology 49

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). 64% KAM/ABM processes for the firm 36% KAM/ABM processes for specific clients Where do you see your main KAM role at present? How should firms identify their strategic accounts?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Zendesk

MARCH 16, 2022

A sales engineer’s primary job is to use their expertise to translate technical concepts into everyday language so complicated products are approachable and understandable for buyers. Common activities for sales engineers include: Preparing and delivering presentations that carefully explain the scientific or technical aspects of products.

Sales 98

Sales CRM B2B Negotiation 98

SBI

MAY 20, 2020

Now is a great time to invest in technology for sales. I’m not talking about CRM – presumably, you have that already. I’m talking about one of the 600 SalesTech solutions that aren’t CRM. CRM can’t do everything. So many more examples exist of what CRM can’t, and isn’t designed, to do.

CRM 49

CRM Sales Sales Technology Information Technology 49

SBI

JANUARY 14, 2020

Putting the H Back into C-R-M: 5 Human Factors to Consider When Buying a CRM. Obviously, there has never been the letter H in CRM, so what’s the meaning of this? The internet is flooded with people asking, “what’s the best CRM?” Co-authored by Thomas Kattnigg and Nancy Nardin. They are humans too.

CRM 57

CRM Decision-making Sales Technology Internet 57

Arpedio

MARCH 15, 2022

ARPEDIO, a leader in Key Account Management (KAM) software for B2B sales professionals, is included in the Forrester New Tech: Account-Based Sales Technologies, Q1 2022. In the report, Forrester presents a landscape overview of emerging vendors in the market of Account-Based Selling technologies. Back to blog.

Sales Technology 10

Sales Technology Co-Creation Account Management B2B 10

Hubspot Sales

MARCH 18, 2019

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. Your CRM is your source of truth.

CRM 95

CRM Sales Artificial Intelligence Decision-making 95

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. But often, Matthews said, sales tools instead turn sales reps into data clerks and only add to their administrative burden.

Artificial Intelligence 55

Artificial Intelligence Sales Technology Sales Innovation 55

Brooks Group

MARCH 6, 2023

By teaching them how to listen attentively, ask questions, and give presentations, sales training can help them become better communicators. Learning Sales Methodology Most sales training programs will cover some sales methodology. This might include CRM software, proposal templates, and presentation tools.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Hubspot Sales

MAY 18, 2023

Some of the more typical course content includes: Finding potential clients for sales. Knowledge of sales technology. Best for: Sales professionals operating at all stages of their careers, from entry-level salespeople to executives, chief executive officers, and business owners. Keeping client connections strong.

Negotiation 77

Negotiation Leadership CRM Insurance 77

Miller Heiman Group

FEBRUARY 23, 2018

Sellers, it’s time to wake up to the new reality of sales. Technology, generational shifts and increased competition mean that today’s buyers are coming to the table more prepared, empowered and informed than ever before. And many sales organizations simply aren’t keeping up.

Innovation 48

Innovation Artificial Intelligence Sales Technology CRM 48

Sales Management Matters

SEPTEMBER 6, 2019

His quip works for CRM implementations too. Three decades after CRM’s advent, our new research finds most firms’ CRM implementations characterized by lower than acceptable return on investment, less than satisfactory user adoption, and lots of unrealized potential. For the others? It’s tears and broken dishes.

CRM 52

CRM Organization Management Sales Management 52

Miller Heiman Group

FEBRUARY 25, 2019

Experts from across the industry will provide unique perspective on sales talent, sales technology, bridging service into sales and selling through indirect channels. In addition to Benincasa’s keynote, you’ll get: A dynamic keynote presentation from Miller Heiman Group CEO Byron Matthews.

Artificial Intelligence 59

Artificial Intelligence Facilitation Publishing Sales Technology 59

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

SBI

SEPTEMBER 15, 2021

Sales enablement leader launches Revenue360, becomes the first provider to combine content engagement & sales activity insights for a comprehensive view of pipeline health. Throughout its history, Mediafly has made significant acquisitions and investments to create the most comprehensive sales enablement platform in the market.

Acquisition 30

Acquisition Healthcare Sales Technology Meetings 30

SBI

DECEMBER 8, 2020

With over 700 sales technology solutions on the market, there are certainly others we could add to the list. The objective is to give you a good place to start as you evaluate technologies that can impact sales in a variety of ways. In 2010, I published my first ebook curating the different sales technologies available.

Digitalization 67

Digitalization Sales Software Software 67

SBI

MAY 7, 2019

The Top Sales Tools of 2019 Guide. It was way back in 2010 when I published the first Guide to Sales Tools. The 100 page guide, the first exhaustive list of sales technologies to be published, included just 53 solutions. It’s got everything you could want in a Guide to Sales Technology. Close Deals.

Publishing 40

Publishing Sales Technology Sales Onboarding 40

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. Stay present and accessible.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

SBI

DECEMBER 15, 2020

Sales teams are notoriously bad at capturing their conversations in CRM because data entry is not their strong suit and intel about the opportunity suffers as a result. Choose technology that’s present during the conversation to automatically capture data and sync to CRM. Ensure Technology Doesn’t Slow Them Down.

Sales 51

Sales CRM Meetings Manufacturing 51

SBI

JULY 29, 2021

DealCoachPro Secures Second Patent for its Enterprise Sales Technology. Sales technology software innovator, DealCoachPro announces Notice of Allowance for all claims in U.S. According to CSO Insights, sixty percent of sales never close. Deal Matching and Dynamic Deal Playbooks. Delray Beach, FL – July 29, 2021.

Sales Technology 28

Sales Technology Software Software Innovation 28

Arpedio

DECEMBER 20, 2023

Key Takeaways Outbound sales refers to the proactive approach of reaching out to potential customers through various channels. Effective outbound sales strategies and tactics can help businesses generate leads, nurture relationships, and close deals. Technology can play a crucial role in optimizing outbound sales processes.

Sales 52

Sales Value Proposition Decision-making Communication 52

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

JUNE 16, 2020

WILLIAM: Gartner’s great report, “Top CRM Sales Technologies for the New Realities of Selling in the COVID-19 World,” recommends that teams focus in part on adopting conversation intelligence and guided selling applications. The platforms then present reps with the right content or the right messaging at exactly the right time.

Sales Technology 48

Sales Technology Leadership CRM B2B 48

SBI

SEPTEMBER 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more.

Artificial Intelligence 31

Artificial Intelligence Finance Decision-making Facilitation 31

SBI

JULY 7, 2015

This Thursday, July 9th, I’ll be presenting some of the key findings from the survey. This week, instead of having a sales software provider demo its product—which by the way, we have a new guest each week—I’ll be presenting details on sales software deployments that will tell you how your use of sales technology compares to others.

Acquisition 47

Acquisition Suppliers CRM B2B 47

Miller Heiman Group

JULY 22, 2018

With an increased focus on structured action planning to bring perspective to buying influences, the integration of the Blue Sheet with Scout gives sellers a tried-and-true tool in a format that aligns more closely with their preferred technology workflows.

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

Mike Kunkle

MAY 11, 2022

Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices. Sales Tech/Tools.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Miller Heiman Group

JULY 22, 2018

With an increased focus on structured action planning to bring perspective to buying influences, the integration of the Blue Sheet with Scout gives sellers a tried-and-true tool in a format that aligns more closely with their preferred technology workflows.

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48

Arpedio

APRIL 1, 2022

The solutions you present should be a result of broad collaboration across your business and in co-creation with your customers. We clearly see a change towards the account-based focus in sales organizations. Forrester backs this in their newest report on New Tech: Account-Based Sales Technologies, Q1 2022.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

PandaDoc

APRIL 3, 2023

Let’s jump right in and take a look, so you can see firsthand how inside vs. outside sales stack up in terms of their advantages. Improved client relationships While inside sales teams would typically use dedicated CRM software , outside salespeople still do plenty of customer relationship management without relying on technology.

Sales 52

Sales Decision-making Client Relationships Software 52

SBI

DECEMBER 12, 2017

When it comes to forecasting in particular, organizations that have a CRM but use manual processes and spreadsheets to complete the forecasting process would benefit highly from our solution. Nancy: In what ways is your solution complementary to others that might be in someone’s sales stack now or in the future?

Sales 55

Sales Acquisition CRM Prioritization 55

SBI

AUGUST 6, 2019

Luckily, 11 percent of companies say that improving sales technology is their top priority, and using sales enablement technology to adapt old school B2B sales practices to fit the demands of digital-savvy buyers is a great place to start. Further, the analytics capabilities of Seismic are unrivaled.

B2B 37

B2B Marketing B2C Facilitation 37

SBI

MAY 2, 2018

Jared: The benefits of most sales technology tools are often described in the form of a productivity gain. This presents a challenge when it comes to measuring true ROI. Zilliant IQ is not like most sales technology tools. Nancy: How have companies determined the ROI of your solution?

Profitability 55

Profitability Artificial Intelligence eCommerce Sales 55

Hubspot Sales

FEBRUARY 8, 2023

Interacting with humans intelligently.The Need for Artificial Intelligence in Sales The Need for Artificial Intelligence in Sales An estimated 33% of an inside sales rep’s time is spent actively selling. Artificial intelligence presents a compelling opportunity to improve this stat and level up your sales operation.

Artificial Intelligence 118

Artificial Intelligence Sales CRM Decision-making 118

Hubspot Sales

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. using Zoom, Skype, email, and CRM). That may be because 63% of sales leaders find virtual meetings just as or more effective than meeting in person. Sales is no exception.

Finance 109

Finance Sales Account Management Leadership 109

SBI

NOVEMBER 7, 2019

A well-presented value. In this webinar, Nancy interviews Jeramee on his challenges as a sales leader and how he leverages conversation intelligence to achieve his goals. Salespeople have a lot of information and data thrown their way and CRM doesn’t make. Sales Efficiency. Sales Coaching. Sales Efficiency.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20