Miller Heiman Group

APRIL 10, 2018

As more consumers make purchases without the help of salespeople (think of either online purchases or walking out of a physical Amazon Go store without talking to a cashier), it’s no surprise to see the self-serve experience continue to replace traditional interactions in the B2B buying space. Here’s a preview of her session.

Organization 50

Organization Sales B2B Decision-making 50

Hubspot Sales

NOVEMBER 18, 2020

Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. Sales Leader Priorities. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

Miller Heiman Group

OCTOBER 20, 2020

At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful. How does Korn Ferry Sell change the game for everyone in your sales organization?

Management 75

Management Sales Technology CRM Decision-making 75

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. But if a buyer is not ready to make a deal, there’s nothing that can make it happen any quicker.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

SBI

JANUARY 28, 2015

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. Differentiator #2: Team Mentality.

Organization 54

Organization Sales Sales Leadership Decision-making 54

Insightly

JANUARY 19, 2022

Integrations add functionality to CRMs and build a reliable source of truth you can count on to make decisions across your entire organization by connecting every single application you use to run your business. A CRM is mission-critical sales technology that guides and manages interactions with current and potential customers.

CRM 104

CRM Prioritization Decision-making Onboarding 104

Brooks Group

MARCH 6, 2023

A Typical Enterprise Sales Cycle & Its Key Elements Enterprise sales is the process of selling a product or service to businesses – usually to large companies that have lengthy sales cycles of six months or more. Presenting yourself with the right audience shows a commitment that will last beyond the initial sale.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Miller Heiman Group

DECEMBER 3, 2019

The power of machine learning guides teams to make better and more informed decisions. Sales organizations know the benefits of adopting tools powered by machine learning: on average, they use 10 different sales tech tools, with plans to add four more to their repertoire in the next 12 months.

Artificial Intelligence 53

Artificial Intelligence CRM Sales Technology Decision-making 53

Xant

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. Account-Based and High-Velocity Sales.

Sales 110

Sales Decision-making Organization Innovation 110

Miller Heiman Group

JANUARY 23, 2020

Miller Heiman Group research finds that fewer than 20% of sales organizations have forecast accuracy of 75% or greater, which causes plenty of trouble when it comes to predicting sales performance and meeting revenue goals. Limitations in Technology. Sales teams don’t lack for investment in technology.

Sales Technology 72

Sales Technology CRM Sales Sales Management 72

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. Sales Acumen. How to plan and organize effectively.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Arpedio

FEBRUARY 20, 2024

It entails understanding customers’ identities, communication preferences, priorities, buying criteria, decision-making processes, and more. This transformation occurs with the data already stored in the CRM, making the CRM more transactional than relational. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Showpad

JULY 28, 2020

The use of artificial intelligence (AI) or machine learning (ML) is increasing across all industries to augment data and rule-driven tasks including automation, deep analysis and decision making. . Simply put, AI systems are trained with defined rules from a known sample to make predictions for a new, unknown sample.

Artificial Intelligence 75

Artificial Intelligence Cybersecurity Decision-making Sales 75

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

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. Sales Organizations Continuously Reinvent Themselves. Sales Organizations Continuously Reinvent Themselves. Why have sellers plummeted down the ranks?

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Zendesk

APRIL 15, 2022

With the avalanche of internal and external sales statistics out there, it can be difficult to know which ones are most relevant to your sales strategy. And with more sales teams going back to the office in 2022, we’re all wondering: What’s changed? Get ready for the ultimate list of sales statistics and facts.

Sales 52

Sales Sales Technology CRM Remote Working 52

Hubspot Sales

NOVEMBER 9, 2021

There's always something you could be doing better — some hitch or hiccup in your sales or marketing efforts that could use some smoothing over. And while those gaps are more obvious and pressing for some companies, every organization stands to gain from consistent, incremental improvement. The Keys to Revenue Performance Management.

Management 101

Management Banking Acquisition Decision-making 101

Mike Kunkle

JULY 2, 2022

It’s a function or department, a practice, a profession, a title, and a growing body of knowledge about how to support sales forces (sellers and managers) to achieve the highest-possible level of sales effectiveness. At a high level, the current state of sales enablement commonly includes: Sales messaging.

Sales 130

Sales Sales Training Leadership Decision-making 130

Brooks Group

NOVEMBER 10, 2022

As technology changes, so must our sales approach and related sales technologies. The standards of the sales industry changes rapidly, and it can be challenging to keep ahead in the face of these alterations. The benefits of having a skilled sales team leader are nothing to scoff at.

Sales 52

Sales Decision-making Leadership Sales Training 52

Miller Heiman Group

FEBRUARY 4, 2020

Most organizations today have a sales operations function: nearly 70% of organizations have a dedicated sales operations team, and of those that don’t, 10% plan to add one within the year, according to the 2 nd Annual Sales Operations & Technology Report from Miller Heiman Group. Most organizations—75.8%—lack

Artificial Intelligence 63

Artificial Intelligence CRM Sales Sales Technology 63

Arpedio

DECEMBER 20, 2023

Outbound sales is a strategy that involves proactively reaching out to potential customers or leads via phone, email, or social media to initiate engagement. It is different from inbound sales, where customers take the initiative to start a conversation.

Sales 52

Sales Value Proposition Decision-making Communication 52

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. It makes sense to focus on protecting the core when 70% of organizations report it’s taking longer or significantly longer to close deals with new clients.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

OnStrategyHQ

OCTOBER 9, 2020

He does a good job explaining some of the key points between what makes a strategy good [and not so good]. A great place to start is by conducting a current state SWOT analysis to help diagnose what challenges your organization faces. Poor plans don’t recognize or define the challenge an organization may face.

Organization 98

Organization Decision-making Sales Technology B2B 98

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.

Sales Technology 38

Sales Technology e-Learning Decision-making CRM 38

Miller Heiman Group

JULY 16, 2018

In 1999, Salesforce entered the picture, offering a more cost-effective, cloud-based solution making CRM accessible to a wider range of companies. Since then, the solution has become a ubiquitous feature in sales organizations. CRM systems continue to benefit management teams, not sales representatives.

CRM 48

CRM Sales Technology Sales Analytics Decision-making 48

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. Customer experience.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

Hubspot Sales

NOVEMBER 21, 2019

New technology comes and goes, fast. These days, it seems as though there’s a new app or widget every week promising to make businesses and their sales reps more productive, efficient, and effective. In this guide, we'll review the major benefits you can bring your sales organization by incorporating a CRM.

CRM 111

CRM Facilitation Software Software 111

SBI

DECEMBER 18, 2018

On the sales side, according to CSO insights: Slightly more than half of sellers are making quota – clearly, there’s a big opportunity for improvement. 4 out of 5 marketers say that data management is a top-5 weakness in their organization. Deliver key decision-making data to executives – 17%.

Artificial Intelligence 49

Artificial Intelligence Sales Technology Prioritization Decision-making 49

SBI

FEBRUARY 3, 2021

By Nancy Nardin I first started curating and categorizing sales technologies in 2010. For one, we no longer have a Sales Enablement category. I’ll write a separate post on the history of the Sales Enablement category and why we made that decision. Sales Forecasting & Reporting solutions).

CRM 72

CRM B2C Sales Technology Software 72

Showpad

MARCH 25, 2020

Q&A with Russell Wurth, Showpad’s Vice President of Sales Enablement. In the best of times, organizations want to understand ROI before investing in a new technology solution. In order to secure funds, teams must be able to prove that a technology solution can have a large, quantifiable impact on the bottom line.

Stakeholders 64

Stakeholders Decision-making Customer Experience Onboarding 64

Brooks Group

JUNE 26, 2023

The challenge is that there are no one-size-fits-all solutions for sales training. Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. What is Sales Training? The goal of sales training is to improve sales performance.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Miller Heiman Group

JULY 16, 2018

In 1999, Salesforce entered the picture, offering a more cost-effective, cloud-based solution making CRM accessible to a wider range of companies. Since then, the solution has become a ubiquitous feature in sales organizations. CRM systems continue to benefit management teams, not sales representatives.

CRM 50

CRM Sales Technology Sales Analytics Decision-making 50

CoSell

JANUARY 12, 2021

By focusing our attention, we can quickly identify the best partners who are willing to make a personalized introduction, also known as a warm introduction. Let’s look at the key resources to make the best use of partnership technology—and help us achieve a huge benefit: gaining a distinct competitive advantage.

CRM 96

CRM Media Finance Decision-making 96

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

Xant

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. Account-Based and High-Velocity Sales.

Sales 52

Sales Decision-making Organization Innovation 52

Miller Heiman Group

DECEMBER 11, 2019

The increase in CRM adoption is attributed to organizations using their technology stack to help them improve their win rates. To meet the challenges of today’s marketplace, sales teams need more than a CRM. It gives sellers real-time access to a repeatable, consistent and scalable framework for improving sales performance.

CRM 50

CRM Prioritization Sales Technology Decision-making 50