March 2019

Artificial Intelligence and Its Impact on Sales and Marketing

Rather than watch the AI conversation run past you, dive into it, get excited about the possibilities, and imagine how it can work for your industry.

3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Instead of spending weeks attempting to understand how many more sales an associate needs to meet his or her quota, advanced technology can deconstruct the process to deliver clear goals and real-time updates, as well as implement incentive programs.

The Future of B2B Sales

With increased competition, the rapidly expanding role of technology in the sales process, and factors such as digitalization impacting every step of the sales process, we expect things will be significantly different from the way they are today. There are five developments that companies should pay attention to if they want to be competitive.

What B2B Marketers Can Learn from B2C

There is an opportunity for sellers to serve as trusted advisors and to engage buyers earlier in the sales journey. But it takes extra effort and strategy that most B2B organizations are not yet undertaking.

The Hidden Talent in Your Ranks

Rather than battle for new hires in an uber-competitive job market, smart companies are moving to train and promote from within.

Negotiating a B2B Sale? Be Proactive versus Reactive

Proactivity is essential in B2B sales. Taking the time to understand the landscape and key buyers can help illuminate unmet needs and gaps. It starts with a single question.

Never Mind the Bollocks, Start Saying What You Mean

The Sex Pistols wrote lyrics that were direct and forthright. They didn’t leave anything unsaid. Today's marketers could learn a lot from them.

Misconceptions About Outsourcing In Emerging Markets

Outsourcing in emerging markets is among the smartest business decision any company can make, yet misconceptions about this persist because they go unchallenged.

4 Steps for Getting More Out of CRM Data

Data has become one of the most useful tools for both marketers and sales, but the two teams often don’t share this information or optimize it to help each other’s performance. Customers don’t see the buying process as divided between marketing and sales, so why should your company?

5 Ways to Deliver a Truly Impactful Sales Kickoff

Many companies recently finished their annual sales kickoff. Whether they were successful or not will be determined in the next several months. Here are five key takeaways to drive effective learning and engaged sellers.

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