Highspot

FEBRUARY 1, 2024

Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7% In 2023, we spent lots of time listening to our customers, from our customer advisory board to the thousands of 1:1 conversations we have every day within our Customer Success teams. in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

Search Engine Land

NOVEMBER 16, 2022

In particular, B2B marketers face a unique challenge in identifying a downturn – with sales cycles expanding beyond 6, 12 or more months into the future and lacking evident shifts. You must know the past to understand your present and future. What did B2B marketers do last time? While it may have ended for the U.S.

B2B 94

B2B B2C A/B testing Healthcare 94

Martech

MARCH 30, 2023

Think of a great conversation you’ve had recently. I bet there was give-and-take, great insights and maybe even some entertaining moments. The key to any conversation is at least two people engaging in a substantive back and forth. Marketing is the same. At the core of all good marketing is a great conversation. Who are you talking to?

Conversion 128

Conversion Entertainment Trust Customers 128

Martech

SEPTEMBER 29, 2023

I’ve organized these by category: Data, campaigns, sales and strategy. Adjust your copy, your content, your sales conversations, your negotiating style — the list goes on. And so many choices out there. Which products are best suited to the B2B world? Which are best for my industry and for my customers?

B2B 89

B2B Teamwork Referrals Cross-sell 89

Martech

JANUARY 14, 2022

Forrester and Gartner lauded the firm for more than a decade, even as licensees labored under mountains of technical debt. In the wake of the first dot-com bubble bursting twenty years ago, Forbes published an excellent piece called “ The Undead.” A new generation of zombies. Two decades later, the situation has changed a bit.

Technology 109

Technology Technology Gaming Presentation 109

SalesLoft

DECEMBER 27, 2019

This is part three of a three-part series on what Forrester Predictions 2020 means for sellers in the upcoming year. . Part 1: Forrester Predicts: Seller Engagement to Increase by 10% in 2020. Part 2: Forrester Predicts: Top 10% of CMOs Will Increase Focus on Customer Value. Calling all cold callers: your days are numbered. .

Customers 52

Customers Commission Appointment Education 52

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies.

Process 91

Process Cross-sell Sales B2B 91

SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Territory 105

Territory Sales Technology Technology 105

Sales Hacker

FEBRUARY 18, 2021

Sales leaders and trainers (and their marketing counterparts) spent 2020 trying to figure out how to translate in-person conferences into compelling, engaging virtual events. And because COVID-19 still hasn’t gone away, sales conferences are still taking on a virtual format. 9 sales conferences and events to attend in 2021.

B2B 106

B2B Sales Networking Price 106

Martech

APRIL 3, 2023

More than half of demand and account-based marketers use conversation automation technologies , according to Forrester’s State of Demand and ABM Tactic Survey. Did you know that 91% of business buyers and 86% of consumers consider the company’s experience as important as its products and services?

GTM 124

GTM B2B Conversion Objectives and Key Results 124

Hubspot

NOVEMBER 12, 2018

billion more in sales than Black Friday does. The retail industry evolves fast. Ten years ago, every town’s mall was a bustling hub of commerce, chock full of busy shops and pesky tweens. Nowadays, Cyber Monday generates $1.5 One of the first steps to take is staying informed. Below, we’ll list the best retail blogs on the internet right now.

Retail 76

Retail E-commerce Finance Consult 76

Highspot

MAY 1, 2020

Second, look for technology that supports your enablement program not just today, but well into the future. Engage your leadership, sales, and, if applicable, your service teams early in the selection process. Engage your leadership, sales, and, if applicable, your service teams early in the selection process. Record everything.

Sales 81

Sales Conversion Clients Technology 81

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Why Analyze Your Sales Performance?

Objectives and Key Results 59

Objectives and Key Results Quota Sales Promote 59

Outreach

OCTOBER 1, 2020

Sales leaders face a crucial double-challenge: They must accelerate efforts to modernize their teams and systems with emerging digital technologies and tools — while keeping their salesforce motivated and engaged during a global pandemic. Sales leaders should step back from the uncertainty and focus on positivity.

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

Highspot

JULY 20, 2023

Managers juggle many duties, from taking care of current business to training new sales reps. At the same time, account executives must keep up with new product features and customer needs, manage their deals, and meet their sales goals. Conversation intelligence is like having a smart coach for your sales reps.

Conversion 52

Conversion CRM Sales Customer Relationship Management 52

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Highspot

DECEMBER 21, 2020

Enter review resources. From Capterra to Gartner, there are a wide variety of resources specially created to assist with your buying decision. TrustRadius, Salesforce AppExchange, Capterra, Gartner Peer Insights, Forrester – the list goes on. Review resources can be complicated and impossible to understand at first glance.

Manufacturing 52

Manufacturing Technology Technology Growth 52

Lead Fuze

SEPTEMBER 2, 2023

According to Forrester Research, companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost. Let’s delve deeper into this key strategy for sales success. Conclusion Defining Lead Nurturing In the world of sales and marketing, lead nurturing is a cornerstone. The objective?

Objectives and Key Results 52

Objectives and Key Results Non-Profits Trust Sales 52

Hubspot

APRIL 16, 2020

Throughout the history of business, marketing and sales teams have repeatedly run into the same problem: misalignment. These perceived differences often lead to miscommunication, friction, and other issues related to sales and marketing misalignment. According to a Forrester study, 43% of CEOs say that misalignment has cost them sales.

Objectives and Key Results 98

Objectives and Key Results Sales Campaign Closing 98

ConversionXL

JUNE 5, 2014

And yet…Forrester found that 70% of CMOs did not list retention as a top priority. In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Have you outlined and initiated a formal customer retention strategy? image source.

Customers 115

Customers User Experience Profit margin A/B testing 115

ConversionXL

JUNE 5, 2014

And yet…Forrester found that 70% of CMOs did not list retention as a top priority. In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Have you outlined and initiated a formal customer retention strategy? image source.

Customers 112

Customers User Experience Profit margin A/B testing 112

ConversionXL

JUNE 5, 2014

And yet…Forrester found that 70% of CMOs did not list retention as a top priority. In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Have you outlined and initiated a formal customer retention strategy? image source.

Customers 105

Customers User Experience Profit margin A/B testing 105

SBI

AUGUST 6, 2019

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: HOW SHOULD COMPANIES DECIDE WHICH APPROACHES TO SALES TRANSFORMATION ARE RIGHT FOR THEM?

B2B 37

B2B B2C Commission Consult 37

Partners in Excellence

JUNE 1, 2014

” I think it’s an awesome question, I think unconsciously, that may be in the minds of many business and sales leaders as they look for solutions to help improve the performance of sales people. In fact we see billions of dollars a year done though ecommerce, shopping cart sales, electronic trading networks.

B2C 99

B2C Construction Quota Up-sell 99

ConversionXL

JUNE 5, 2014

And yet…Forrester found that 70% of CMOs did not list retention as a top priority. In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Have you outlined and initiated a formal customer retention strategy? image source.

Customers 98

Customers User Experience Profit margin A/B testing 98

Hubspot

JUNE 30, 2015

I’m a revenue (sales) guy. Unfortunately, very few small and mid-sized companies understand their sales cost structure well enough. If your costs are too low, you may very well struggle to gain the momentum and velocity you need to break through the noise, separate yourself from your competition and achieve your sales growth goals.

Growth 75

Growth SQL Non-Profits Manufacturing 75

SBI

JANUARY 14, 2020

Brainshark Unveils READY20 – the Only Sales Enablement Event Dedicated to Furthering Sales Readiness. READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort – providing actionable ideas and insights for elevating sales preparation and performance. Brainshark , Inc., Greg Flynn, CEO Brainshark. WALTHAM, Mass.

Sales 34

Sales Strategize Technology Technology 34

Hubspot

JULY 22, 2018

Did you know that B2B marketers who implement marketing automation increase their sales pipeline contribution by an average of 10% according to a report by Forrester ? Did you know that B2B marketers who implement marketing automation increase their sales pipeline contribution by an average of 10% according to a report by Forrester ?

Contact 101

Contact Promote Up-sell Follow-up 101

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Limiting sales to just phone and emails. Never asking for the sale.

B2B 56

B2B Cross-sell Negotiate Pitch 56

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)? will remain important pieces of the puzzle.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Heinz Marketing

JUNE 3, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. By Matt Heinz, President of Heinz Marketing. How do you bridge that gap?

Pipeline 57

Pipeline Sales Objectives and Key Results B2B 57

SalesLoft

APRIL 12, 2024

The term might sound like a bunch of buzzwords thrown together, but it’s a revolutionary technology designed to provide a comprehensive solution for the complexities of modern sales. It sets up guardrails – equipping sales teams with the right content, insights, and actions to address buyer needs at every stage of the process.

B2B 80

B2B Technology Technology CRM 80

Hubspot

APRIL 27, 2020

Companies that solve for their customers during times of crisis can foster deep levels of loyalty that will live long into the future and help them swiftly return to growth once conditions improve. For years, "growth" had been on the lips of entrepreneurs, venture capitalists, journalists, and economists across the business world.

Growth 19

Growth Education Service Prospecting 19

SalesLoft

NOVEMBER 27, 2023

Sales leaders are no longer deciding if they need a sales engagement platform. They’re deciding the best sales engagement platform for their organizations. Sales engagement platforms are built to optimize sales. This checklist will help you make the best decision for your B2B sales team.

CRM 52

CRM Pipeline Customer Relationship Management Contact 52

Search Engine Land

NOVEMBER 17, 2023

When The Verge published “The people who ruined the internet” on Nov. 1, it caused a shockwave across the search engine optimization ( SEO ) world. Their writer, Amanda Chicago Lewis , described us in a particularly unflattering way: “So who ends up with a career in SEO? Danny Goodwin here on Search Engine Land pointed out how cynical the Verge was.

Engineering 126

Engineering Niche Promote Up-sell 126

Heinz Marketing

DECEMBER 31, 2018

Over three years ago Sales Pipeline Radio , began. The show is thirty minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. Matt: Yeah, likewise.

Pipeline 67

Pipeline B2B Sales Start-ups 67

Highspot

FEBRUARY 29, 2024

In any thriving organization, whether an enterprise or a small business, sales and marketing serve as the backbone, driving growth through deal-closing and brand-building activities. A seamlessly working sales and marketing strategy that aligns efforts with business goals. What Is a Sales and Marketing Strategy?

Growth 52

Growth Objectives and Key Results Niche Sales 52