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Sales

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14 Dec
2016

Posted by
Alyssa Drury

How The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016 Benefits Sales Leaders

The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016, Forrester’s first assessment and evaluation of the sales enablement automation (SEA) space, was released last week. The report aims to help sales enablement practitioners navigate their daily challenges and strategic goals to choose the right vendor to empower their teams. But sales enablement vendors don’t just…

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10 Aug
2016

Posted by
Alyssa Drury

What’s all the Hype? Highlights from Gartner’s CRM Sales Hype Cycle Report

The complexity of a sales technology investment today is lightyears away from what it was just a decade ago. Buyers are more educated and informed, the sales software and applications space is saturated and flourishing, and sales organizations have a full plate when it comes to choosing the right tools to enable their teams to…

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23 Jun
2016

Posted by
Alyssa Drury

Dispelling the Confusion Surrounding Marketing Content Technology

Sales and marketing technology has skyrocketed in the past few years—in terms of hype, industry and investment. The historic successes of CRM and MAP solutions, for example, have opened the doors for hundreds of other sales and marketing tools to help organizations operate more efficiently and effectively. But the proliferation of tools has made it…

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2 Jun
2016

Posted by
Alyssa Drury

The Most Important Things I Learned at the SiriusDecisions Summit

B2B conferences—especially those hosted by analyst firms—are one of the most beneficial ways to gain industry knowledge, learn best practices, and rethink some of the ways our organizations function. While we always leave feeling empowered with new research and a grand plan to help our teams excel, by the time we get back to a…

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27 May
2016

Posted by
Alyssa Drury

Top 15 Tweets from #SDSummit 2016

Hashtags are a powerful tool for connecting people with shared interests over social media. Imagine, then, what happens when 2,500 B2B sales and marketing leaders use the same hashtag to share industry trends, research findings (and haikus?)  for four days straight. It happened this past week at the SiriusDecisions Summit in Nashville, and there was no…

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26 May
2016

Posted by
Alyssa Drury

5 F’s of Understanding Buyers’ Needs

You’ve heard it explained multiple times in varying nuances: the buyer is now in control of their purchase process. The buyer is in the driver’s seat. Sales reps need to adjust to the buyer, not the other way around. It’s no secret that increased information, content and data has resulted in a power shift of…

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19 May
2016

Posted by
Chris Monaco

Give the People What They Want: Multi-Asset Investments

The availability of choice and supply and demand are hallmarks of any customer marketplace, and asset management is no different, as the industry is quickly becoming one that offers as much variety as those that sell mobile devices or caffeinated beverages. With an expected peak of $3.7 trillion in 2020, the demand for multi-asset investment…

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4 May
2016

Posted by
Alyssa Drury

The Evolution of the Sales Playbook

Sales playbooks have been integral to sales training, onboarding and ongoing success for many decades. Playbooks—collections of tactics and methods that highlight salespeople’s roles and responsibilities as well as the tactics and metrics to achieve them—have served nearly the same purpose for decades’ worth of salespeople: sell effectively and productively. But as sales cycles become…

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29 Apr
2016

Posted by
Alyssa Drury

Understanding the Importance of a Champion in the Complex Sale

If you could pitch your product or service to anyone at any level of a company, who would you choose? You’d have difficulty finding an enterprise salesperson who wouldn’t include the word “chief” in their response to this question. There is no doubt that C-level executives seem like the end-all-be-all for sales pitches; if a…

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11 Apr
2016

Posted by
Alyssa Drury

3 Ways Sales Technology Enhances B2B Sales Coaching

Think back to the first time you played a team sport. If you were like me, you were around four years old, dressed in an oversized neon t-shirt, stiff shin guards and spiky shoes. You had no business—or interest in, for that matter—dribbling a soccer ball, but the weedy flowers in the grass sure were…

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