Coming of age in an era of ubiquitous online activity, collaborative interactions, and universal mobility, the under-35 crowd has a lot to offer the modern sales leader who is willing to engage them using a different, updated tool kit.
A new Aberdeen report shows how sales analytics create more accurate and actionable sales forecasts.
A small dose of arrogance may indeed be desirable in the quota-carriers we employ. Nevertheless, this confidence gene can negatively impact enterprise performance if it is allowed to unduly influence sales forecasting and corporate planning.
Our recent research examines how Best-in-Class companies deploy sales playbook solutions in order to arm their reps to win and maximize sales quota attainment.
If there was ever a time to drop the pretense that salespeople can’t handle data, now is that moment.
In “The Wolf of Wall Street,” the protagonist runs a classic, boiler-room sales floor. Take away the questionable morals and illegal trades, and we’re left with some valid B2B sales management lessons.
It would be difficult to find a modern sales organization that does not provide training for their quota-carriers, and yet fewer than half take the additional step of serving up post-training reinforcement to support those lessons learned. This article explores the performance results and business competencies of companies who emphasize sales learning not only as an event, but as a lifestyle.
Top-performing companies are more likely than other firms to deploy “portals or ‘deal rooms’ for customers/ prospects to access content.” Why is that?
With the “buyer’s journey” now replacing the “sales cycle,” B2B marketers need to empower their sales counterparts with more robust content management capabilities.
At this point, there is little doubt that wise leaders of B2B sales teams have bought into the need for a robust sales enablement strategy. But are they capable of bringing this strategy to life?