One Reason the Sales Enablement Technology Space is so Confusing
There’s no question about it. The Sales Enablement space is crowded and confusing. There are plenty of reas...
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4 things you need to know about B2B buying decisions
If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research you look at, the majority (around 2-in-3) of their buying...
4 Ways AI Can Help SMBs
Why Prospects Are Buying From Your Competitors, Not You
For buyers, the perception of value has shifted. Once upon a time, the inherent value of the product was what sold the product. The features drove the value. The benefits, uniquely...
3 Ways Artificial Intelligence Can Help Bridge the Sales & Marketing Divide
I’ve finally been able to put my finger on what makes sales and marketing alignment so elusive. It isn’t that our personalities clash too much, or that we’re not willing to collaborate. The...
6 Reasons Salespeople Win or Lose a Sale
Steve W. Martin, professor of sales strategy at the University of Southern California Marshall School of Business, shows 6 buyer behaviors to look out for when talking to prospects.
Bridge Group 2017 SaaS AE Metrics Report
David Skok of For Entrepreneurs reviews The Bridge Group 2017 SaaS AE Metrics Report.
Roy Raanani: How A.I. and ASR Can Help Sales Teams Close Deals
Gordon Ritter, Founder and General Partner at Emergence Capital, interviews Chorus CEO and co-founder Roy Raanani.
Automatic Speech Recognition: AI, Big Data, and the Race for Human Parity
By Dr. Micha Breakstone, Co-founder @chorus.ai.
10 Essential Characteristics of Highly Successful Salespeople
By Bhaswati Bhattacharyya, product specialist at Capabiliti. More than a job, successful selling is a result of skill and practice.
What If Your Sales Team Can’t Close Deals? 5 Strategies to Consider
By Jordan Rinaldo, Senior Account Manager at SalesHub. It’s every sales director’s nightmare: What if your sales team can’t close deals?
7 Problems With Sales & Marketing Alignment (And How To Fix Them)
By Brandon Redlinger, Head of Growth at Engagio. In an account based world, landing the biggest, highest-value accounts can only be achieved when all revenue-generating disciplines are closely al
Going In With A Plan
By John Barrows, Owner of JBarrows Sales Training. Have you ever realized how much better things tend to go when you map out at least a rough plan before whatever it is?
Sales Tips: Creating Opportunities from Latent Needs
By John Holland, Chief Content Officer at CustomerCentric Selling. Researchers say on average a human brain has seven (7) foreground slots.
Why Account-Based Planning is Mission Critical NOW
By Wes Staggs, CRO of Revegy. A picture is worth a thousand words. In the world of sales, it’s worth a thousand hours and millions of dollars in revenue. The Key to Actionable Account-Based Planning
Hiring for Bookings Capacity in Sales
By Tomasz Tunguz, Venture Capitalist at Redpoint. How much revenue do you want to book for your SaaS startup next quarter? And in 12 months?
5 Major League Sales Pitch Tips To Win More Deals
By Conner Burt, Chief Operating Officer of Lessonly. The initial sales pitch is the first step in building a lasting relationship with prospective clients.
4 Tips to Scale Your Sales Team for Faster Growth
By Justin Withers, VP of Product Management & Product Marketing for DiscoverOrg. It is technically possible to make 100 sales prospecting calls per day.
How AI Is Impacting Sales