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Sales Automation > Insight

Combining Customer Relationship Management (CRM) with sales automation tools helps sales teams plan and monitor their sales activities and provides the necessary customer data throughout the entire selling process. Browse our news, analysis, and advice for sales professionals and managers looking take advantage of these time and labor saving strategies.

CX Investments Pay Off

Companies that provide good customer experiences perform much better, an ROI study shows.

B2B Sellers Should Focus on Situational Buyer Insights

Sales leaders can leverage situational awareness to lead with empathy.

What’s in Store for CRM in 2022?

CRM industry insiders share their thoughts about what lies ahead in the new year.

Gartner Identifies Sales Strategies to Mitigate Supply and Demand Disruptions

Research provides guidance to lessen disruptions to customer relations and seller motivation.

I Read 27 Best-Selling Books on Sales So You Don’t Have To

Skip the long reads and strengthen your sales chops with these top 5 skills

Three Steps for Managing Customer Risks with Subscription Selling

Companies need to add a subscription readiness dimension to customer segmentation and coverage tiers.

4 Trends in Digital CX Point to Some Progress

Beefed-up design teams and better digital accessibility are critical, Forrester says.

AI, ABM Strategies Aren’t Just for Marketing

Gartner says sales teams can also apply artificial intelligence and account-based strategies to their craft.

The Five Ps of Sales Success

Sales leaders will need to emphasize purpose, precision, personalization, productivity, and profitability, Forrester advises.

Digital Sales Can’t Exclude Reps Completely

Companies can't rely on digital or human sales interactions alone, Gartner finds

Required Reading: Augmented Intelligence Is the New AI

Collaboration between humans and machines is the way of the future.

Gartner Uncovers Gaps in Socially Distanced Selling

Sales organizations must address three main challenges around coaching in a virtual sales era.

To Boost Profits, Hire and Promote Female Sellers

Forrester finds that companies with female sales leaders are 50 percent more profitable

Companies Still Not Unifying Customer Engagement Channels

Gartner urges marketers to prioritize omnichannel engagements to retain customers post-pandemic

What’s in Store for CRM in 2021?

Here's what the industry predicts will happen.

Chatbots, IVAs Can Help Close the B2B Digital Gap

Long used by B2C companies, digital outreach channels can help in B2B

Companies Change Sales Tactics Amid COVID-19

Companies are optimistic about a recovery, but they can't just plan for the short term, research finds

Required Reading: Building a Brand Requires Getting Leaner

Companies looking into new markets can benefit from a new approach

Sales Analytics Show Strong ROI, Gartner Finds

Coaching and skills development uses deliver the largest benefit

Aggressive Negotiations Are Still Key to Sales Success

Sales leaders who dictate the terms of deals have a better chance of closing them