Revenue Strategies

Miller Heiman Group Unveils Scout Platform To Boost Sales Effectiveness With Predictive Analytics

Scout, a new sales technology platform from the Miller Heiman Group, is designed to leverage data and analytics to predict which seller actions are the most effective. The platform aims to combine Miller Heiman Groups’ strategic selling methodology with analytics-driven technology to improve sales performance and drive deals.

August 6, 2018
Written by Elise Schoening

Exclusive Q&A: G2 Crowd CEO Discusses Rise Of Peer Reviews, Return Of Co-Founders

In June, the B2B software and services review platform G2 Crowd announced that three of its co-founders would be returning to their original roles at the company.

August 3, 2018
Written by Elise Schoening

How To Launch An Outbound Sales Cadence That Succeeds

An outbound sales cadence is a must-have for your sales process, but not every cadence is identical. Your outbound sales cadence will vary based on your industry, audience and corporate culture. That means each organization needs to create a totally unique cadence, as there is no one-size-fits-all template.

August 3, 2018
Written by Joe Cronin, ConnectLeader

New Research Shows Marketers Struggle With Revenue Operations Success

Nearly 60% of marketers say their company does not have a revenue operations team and only 15% are currently building one, according to new research from LeanData and Sales Hacker.

August 2, 2018
Written by Elise Schoening

How AI Is Helping Overturn The 80/20 Rule

The Pareto Principle, also known as the “80/20 rule,” is familiar throughout the business world. In sales, the formula is this: 20% of sales reps drive 80% of sales. The 80/20 rule applies across industries and national boundaries. It has persisted for generations, even though sales managers and business leaders…

July 27, 2018
Written by By Anil Kaul, Absolutdata

ZoomInfo Announces Former IBM Exec As New CEO

ZoomInfo, a B2B account and contact database platform, has appointed Derek Schoettle as its new CEO. He will replace ZoomInfo founder and former CEO Yonatan Stern, who will remain on the company’s Board of Directors.

July 25, 2018
Written by Elise Schoening

Customer Experience In The Millennial Age

Since the introduction of SPIN selling in the early ‘80s, the world of B2B customer engagement has seen steady innovation. Telephone cold calling, voicemail and emails became vital tools used to let prospects know you wanted to talk to them. When you did get a positive response, face-to-face meetings for…

July 20, 2018
Written by By: Mark Aboud, SAP