The dynamics of B2B sales interactions are rapidly changing and evolving. Now, more so than ever, sales leaders and their teams need to be alert to spot trends and prepare for change. Do you have lengthy sales cycles? A three-month research project conducted by Aberdeen Group...
Are you struggling to fill pipeline? You’re not alone. According to Forbes Magazine, 57% of all sales pros missed quota last year. Let’s get straight to what we see as the three main reasons why this percentage is so high: Sellers talk too much and sell...
What can you do to improve your approach to selling? How can you reach your targets and are they even reachable given your current sales process? Is there anything worse than losing an important sale? How about losing a sale to a key competitor? What about...
There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. This is where your leads turn into customers, where your main revenue comes from. Your marketing and sales pipeline refers to the...
Sales agents, like the rest of us, are always looking for the next innovation that can help them in their daily tasks. Salesforce CTI is one such example of innovations in technology for the sales realm. Whether it’s making more connections, making better connections, or...
Over the last decade, we’ve seen Sales Enablement evolve as its own department within large sales organizations. But what exactly is Sales Enablement? How is it different from Sales Operations? Is one a replacement for the other? Can you have Sales Enablement without Sales Operations? Let’s look...