Industry Insights

New State Of Remote Readiness Report: Sales Training & Enablement Need Improvement; Technology Must Keep Up

As the COVID-19 pandemic forced companies to adapt to a work-from-home model at the drop of a hat, revenue leaders struggled to unify their sales forces and keep them up to speed on the latest technology and training.

February 2, 2021
Written by Kelly Lindenau

B2B Orgs Turn To Third-Party Data, Strong Leadership To Fuel RevOps Engines

Revenue operations (RevOps) has positioned B2B organizations to create defined processes that unite both leaders and ground-level teams to streamline revenue strategies and put the customer front and center.

January 20, 2021
Written by Michael Rodriguez

C-Suite Involvement In Purchase Decisions Is On The Rise: How B2B Orgs Can Prepare

Like it or not, the C-suite is playing an even larger role in B2B purchasing decisions following the events of Covid-19. Research from Chorus.ai shows that organizations are 2.2X more likely to have a C-level executive join a sales call, citing higher scrutiny and tighter budgets as the core reasons.

January 13, 2021
Written by Klaudia Tirico

The Future Of Events: B2B Speakers & Event Experts Sound Off On The Ideal Hybrid Model

Throughout 2020, Demand Gen Report has spoken with a variety of B2B marketing and sales practitioners and thought leaders about the effects of Covid-19 on the industry, as well as their own go-to-market strategies. A common topic of discussion revolved around events and the pivot to virtual experiences due to…

December 18, 2020
Written by Klaudia Tirico

Roderick Jefferson Discusses The Evolution To New-School Sales Enablement, Shares Details On New Book

Sales enablement is in the middle of a slight overhaul. Covid-19 has accelerated the need to (virtually) help sales teams cater to buyer needs on the buyer’s terms, providing them with the content and information they need at the right time.

December 9, 2020
Written by Klaudia Tirico

B2B SMBs Gain Competitive Advantage With More Intimate, Intent-Driven Email Campaigns

Email has long been a top channel for engaging prospects and buyers — and it has become even more critical in 2020. According to Demand Gen Report’s 2020 Demand Generation Benchmark Study, email is responsible for 49% of early-stage buyer engagement, with 48% also leveraging email to boost conversion rates in the…

December 2, 2020
Written by Michael Rodriguez

Salesforce Acquires Slack In $27.7B Megadeal

On the eve of its first virtual Dreamforce event, Salesforce announced it has signed a definitive agreement to acquire the chat software developer Slack for $27.7 billion. The acquisition — said to be the biggest in Salesforce history — will combine the Salesforce CRM with Slack’s enterprise communications platform to…

December 1, 2020
Written by Klaudia Tirico