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