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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.

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

B2B Needs to Align Digital and Humans

Sales require a human-centered approach supported by technology, Accenture finds

What Lies Ahead for CRM?

CRM industry insiders share their predictions for 2020.

Required Reading: Dialogue Is the Key to Retail Sales Success

The need to adapt communications strategies is non-negotiable

Gartner Hypes Blockchain as a Sales Tool

A handful of technologies are on the brink of making a splash in CRM sales technology but are still five to 10 years away from any significant adoption, according to Gartner, which recently released its "Hype Cycle for CRM Sales Technology" report.

Required Reading: Journey Mapping Must Bring Customer-Focused Change

In their new book, How Hard Is It to Be Your Customer? Using Journey Mapping to Drive Customer-Focused Change, co-authors Jim Tincher and Nicole Newton of Heart of the Customer note that 65 percent of customer journey mapping projects fail to drive change.

Sales Training, Coaching Will Benefit from AI

Gartner expects artificial intelligence to make training more personalized

Sense-Makers Are Sales Closers

Gartner finds that salespeople who help buyers make sense of their options are more successful

Customer-Centricity Is Key to Sales Success

Sellers must be able to provide perspective to customers, CSO Insights suggests

Nearly a Quarter of Sales Reps Are Looking for New Jobs

Gartner offers tips for attracting and retaining top inside sales reps

Gartner Identifies 3 Actions for Sales Leaders Following an Acquisition

Sales leaders are uniquely positioned to mitigate risk and unlock value, a new report reveals

On the Scene—CRM Evolution: CRM Still Faces Challenges, Most Speakers Agree

CRM systems have been around for decades, but interoperability and data silos still have to be overcome

REQUIRED READING: Winning Business by Making The Transparency Sale

Selling transparency is key to topping competitors

Required Reading: Replace Managing with The Coaching Effect

Managers make sure processes are followed; coaches drive growth

Sales Are Hitting Goals, Missing the Mark

Sales performance falls despite reaching revenue targets, CSO Insights finds

Required Reading: The Keys for Unlocking the Customer Value Chain

To avoid disruption, companies need to understand decoupling

Required Reading: The Ultimate Guide to Becoming The Ultimate Sales Pro

Salespeople can get ahead by thinking ahead