Sales Enablement

Closing The Channel Marketing Skills Gap To Support Indirect Sales Growth

With as much as 70% of all world trade being sold though indirect channels, B2B companies are working hard to launch channel programs or enhance those already in place.

August 8, 2018
Written by Terry Moffatt, Channel Marketer Report

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

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

Salesforce State Of Sales Research: AI, Data Insights, Alignment Necessary To Keep Pace With Buyer Expectations

As buyers become more sophisticated and able to navigate their own buying journeys, the role of sales is drastically evolving to align with their needs. Combine that with technological innovation and sales teams face a number of challenges to cater to expectations. Unfortunately, new research from Salesforce has revealed that…

July 27, 2018
Written by Klaudia Tirico

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

Showpad Releases Shared Spaces To Facilitate 1:1 Sales Conversations

Shared Spaces, a new sales enablement platform from Showpad, aims to help sales teams build custom sites for prospects and facilitate personalized interactions between buyers and sellers. It is positioned to provide a secure and navigable space where relevant content can be easily tracked and shared for an improved buyer…

July 23, 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