B2B Sales

Culture of Growth: How to Create a Common Lexicon for Your Teams

Culture of Growth: How to Create a Common Lexicon for Your Teams

In part two of a three-part series based on his March 23 post titled “Growth and Customer Retention Starts with Building the Right Culture,” David Sill, Senior Vice President of Sales at DiscoverOrg, talks about how to get customer success and sales teams speaking the same language to improve communications flow

by David Sill 24 Jul, 2017

Displaying 1-12 of 17 results.

Sales Enablement - Article

Steering the Opportunity-to-Close Process: For Many, It’s a Bumpy Ride — Steering the Opportunity-to-Close Process: For Many, It’s a Bumpy Ride

David Karel, CMO of Clari highlights the findings from a recent survey of nearly 300 sales professionals revealing the journey from identifying a sales lead to closing a deal, known as the opportunity
by David Karel Jul 13, 2017

Sales Enablement - Article

Bots for Sales: Looking Beyond the Hype - How They can Really help your Sales Team? — Bots for Sales: Looking Beyond the Hype - How They can Really help your Sales Team?

Over the past 18 months, bots - and AI in general - have captured the imagination of sales, marketers and customer support leaders alike. J.D. Power found that online chat has become the preferred cha
by Mohit Garg Jun 29, 2017

Sales Enablement - Article

Sales Technology Isn't Prepared to Support the New Era of Selling — Sales Technology Isn't Prepared to Support the New Era of Selling

Chief Executive Officer of Altify, Anthony Reynolds, discusses the new era of selling and how to prepare for digital transformation
by Anthony Reynolds May 19, 2017

Sales Enablement - Article

$161B On Top-Funnel Marketing Vs $9B On Lower-Funnel: A Problem — $161B On Top-Funnel Marketing Vs $9B On Lower-Funnel: A Problem

B2B CMOs are shifting their demand marketers’ focus. Simply generating marketing-qualified leads (MQLs) is no longer enough.
by Scott Vaughan May 05, 2017

Sales Enablement - Article

Leveraging Analytics to Coach and Engage the Sales Team — Leveraging Analytics to Coach and Engage the Sales Team

A new study conducted by SalesFuel has unearthed some troubling feedback about sales managers and how they coach salespeople. C. Lee Smith, CEO of SalesFuel, explains how managers can use data to prev
by C Lee Smith Apr 24, 2017

Team & Project Management - Article

4 Ways Enterprises can Better Align their Sales and Marketing — 4 Ways Enterprises can Better Align their Sales and Marketing

Justin Shriber, Head of Marketing, LinkedIn Sales Solutions shares strategies for companies looking to get greater ROI from their sales and marketing alignment efforts, based on a recent research repo
by Justin Shriber Apr 19, 2017

Marketing Technology - Article

Demand Marketing Planning Template: Sales-Marketing Revenue Goals — Demand Marketing Planning Template: Sales-Marketing Revenue Goals

I’ve been lucky enough to have had both sales and marketing roles. While it is invaluable experience, especially in my current CMO role, I know one thing for sure – sales and marketing pros have d
by Scott Vaughan Apr 05, 2017

Team & Project Management - Article

3 Tips for Building Sales and Marketing Alignment via Digital Collaboration — 3 Tips for Building Sales and Marketing Alignment via Digital Collaboration

John Schneider, VP of Product Marketing, Jive Software discusses common pain points sales and marketing teams experience today and how an intranet (or digital collaboration hub) can help
by John Schneider Jan 03, 2017

Sales Enablement - Article

The Self Driving Sales Rep — The Self Driving Sales Rep

Are we there yet? David Keane, CEO and co-founder of Bigtincan talks about how self-driving sales teams will move sales enablement forward by decades in a single swoop
by David Keane Dec 19, 2016

Sales Enablement - Article

Create Differentiation, Not Just for Your Product but Also in Your Sales Strategy — Create Differentiation, Not Just for Your Product but Also in Your Sales Strategy

First, let us get a key misconception out of the way—differentiation is not a marketing methodology. We say product differentiation, we do not mean particular tools (like when we say automation), an
by Shabana Arora Oct 04, 2016

Sales Enablement - Article

4 Tips for Transforming the Outdated Sales Meeting — 4 Tips for Transforming the Outdated Sales Meeting

Increasingly, companies and industry observers are finding that the weekly sales meeting is more unproductive than not. Jennifer Kady, Sales and Marketing Executive at Allego explores the ways in whic
by Jennifer Kady Aug 09, 2016

Sales Enablement - Article

Spiderbook Uses Machine Intelligence to do what Human Sales Reps do, on a Superhuman Scale — Spiderbook Uses Machine Intelligence to do what Human Sales Reps do, on a Superhuman Scale

MarTech Advisor spoke with Aman Naimat to get a better look at Spiderbook in action, and talk about his vision for rethinking B2B sales and marketing.
by Shabana Arora Aug 09, 2016

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