B2B 'Deep' Sellers Tap Contacts More

LinkedIn finds that top sellers build deeper relationships with buyers.

B2B Needs to Adopt an E-Commerce Approach

Forrester urges B2B sellers to more closely mirror B2C interactions.

Required Reading: In a Competitive World, the Platform Makes the Difference

There's a playbook for winning with platforms, and it starts with a mindset.

Sales Analytics Are Helpful but Underused

Data problems top the concerns with analytics, Gartner finds.

Top AI Jobs Are CRM-Related

CRM pros need to stay ahead of the curve with AI advancements, research finds.

Required Reading: The Key to Selling More Is Selling Nothing

Salespeople need to talk less and listen more.

A Look Ahead at CRM in 2024

Industry players share their thoughts about what lies ahead for sales, marketing, and customer service.

Trust Is Invaluable in B2B Sales

Trusted companies garner twice as many recommendations, Forrester finds.

In 2024, Don’t Let Modest Budgets Create Complacency

Forrester urges CRM practitioners to focus investments on innovation and skills.

Required Reading: Revenue Growth Is Possible with Responsible AI

Have a clear objective and ethical framework when applying AI to sales and marketing.

Required Reading: Rethink Go-to-Market with a Growth Mindset

Consider naming a chief growth officer who's responsible for the full customer journey.

IDC Offers a Framework for Developing a GenAI Strategy

AI requires a responsible policy position, strong architecture, and skilled staff, the IDC says.

Required Reading: Ad Agencies Need a Radical Makeover

Fees should be based on quality and quantity rather than hours.

35 Percent of CROs to Establish a Generative AI Team Within Two Years

Generative AI will democratize, accelerate, and enable buyer-centric messaging, Gartner reports.

Sales Challenges Remain Consistent

There's been little change in sales priorities and problems over the past four years, RAIN Group finds.

Social Content Creators Gain Influence

With sharp increases in numbers in just the past two years, social media content creators are in huge demand, Forrester says.

Sales Leaders Need to Position Technology as a Teammate Rather Than a Tool

AI is augmenting sellers' abilities and productivity, Gartner finds.

Gartner’s Top Sales Technologies

Gartner identified the innovations sales leaders can adopt to boost buyer engagement.

Online Shoppers Like ChatGPT

A Capterra study finds that more than half of consumers have had negative experiences with traditional retail chatbots.

Non-Sales Functions Dominate Sales Reps’ Time

Skills profiles have changed to include analytics, business acumen, and institutional knowledge.