In today’s automated world, self-service has allowed customers to become increasingly independent. In fact, according to research from Forrester, B2B buyers want to self-educate rather than engage with a sales representative by a factor of nearly three to one. Meanwhile, seven in 10 indicate that buying products and services for work from a website is […]
How to Amplify the Impact of Your CRM Read More »
A good customer relationship management (CRM) system is an essential tool for any business looking to ramp up its sales efforts. Underscoring the point, 91 percent of businesses with 10 or more employees report using a CRM. Not only that, in 2018 alone, businesses large and small spent a combined $48.2 billion on CRM solutions.
Is Your CRM Actually Worth Logging Into? Read More »
Last week, the S&P and Dow suffered their worst losses in over a month, primarily driven by data that showed manufacturing activity had contracted to its lowest point in over 10 years. And while it is no secret that manufacturing has been facing challenges for some time, it still remains a critically important component of
Tough Times for Manufacturers – Go to Market Faster with Sales Enablement Read More »
In recent months, global markets have become increasingly volatile. Slowing economic growth, weakening corporate earnings, and an escalating trade war with China are among the many factors conspiring to disrupt the economy and rattle investors. And, while the US economy has been expanding since 2009 — making this the longest period of uninterrupted growth in
With Market Headwinds Intensifying, Here’s a Better Way to Work with Clients Read More »
Almost every company struggles with sales productivity, and this problem is only exacerbated by the rising pressure to meet or exceed increasing revenue targets. Organizations are growing their sales teams and chasing more aggressive sales goals, but they aren’t scaling their processes, best practices, and sales tools at the same rate. As a result, productivity
5 Strategies to Drive Sales Productivity Read More »
Buyers have taken control of the sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Good sales managers and sales reps won’t just accept that a deal was
8 Reasons Your Sales Reps are Losing Deals Read More »
If there was ever a time when selling was easy, now is not it. Selling into the b-to-b marketplace is becoming increasingly difficult because today’s buyers are digitally educated and socially connected. Instead of relying on sellers for information on products and services, buyers turn to the Internet and their professional networks to educate themselves
10 Tips to Drive World-Class Sales Enablement Read More »
mohamed_hassan / Pixabay Buyers today can obtain product information without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone before ever speaking to a sales rep. Because prospects and buyers are savvier and more educated, they expect salespeople to act as trusted advisors and present them with information.
The Shift From Sales Reps to Trusted Advisors Read More »
The true mark of a working sales enablement strategy is a sales force that constantly maintains meaningful conversations with prospects and customers. It doesn’t matter how many documents the sales enablement team puts out or marketing materials they utilize; the important thing is to provide the sales team with collateral that is relevant and helpful
What is Sales Collateral? Examples of Sales Collateral for Sales Enablement Read More »
Today’s financial services CMOs have a lot on their plates. In addition to traditional marketing functions, they’re expected to wear a variety of other hats, such as owning the customer experience and making critical decisions about technology spend. In asset and wealth management specifically, CMOs face the additional challenges of having to deal with an
It’s Time to Start Proving Revenue Read More »
