Companies Change Sales Tactics Amid COVID-19
29 May 2020
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
29 May 2020
Companies looking into new markets can benefit from a new approach
Sales Analytics Show Strong ROI, Gartner Finds
26 Mar 2020
Coaching and skills development uses deliver the largest benefit
Aggressive Negotiations Are Still Key to Sales Success
26 Mar 2020
Sales leaders who dictate the terms of deals have a better chance of closing them
B2B Needs to Align Digital and Humans
27 Feb 2020
Sales require a human-centered approach supported by technology, Accenture finds
What Lies Ahead for CRM?
10 Jan 2020
CRM industry insiders share their predictions for 2020.
Required Reading: Dialogue Is the Key to Retail Sales Success
10 Jan 2020
The need to adapt communications strategies is non-negotiable
Gartner Hypes Blockchain as a Sales Tool
26 Nov 2019
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
26 Nov 2019
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
28 Oct 2019
Gartner expects artificial intelligence to make training more personalized
Sense-Makers Are Sales Closers
01 Oct 2019
Gartner finds that salespeople who help buyers make sense of their options are more successful
Customer-Centricity Is Key to Sales Success
01 Oct 2019
Sellers must be able to provide perspective to customers, CSO Insights suggests
Nearly a Quarter of Sales Reps Are Looking for New Jobs
01 Oct 2019
Gartner offers tips for attracting and retaining top inside sales reps
Gartner Identifies 3 Actions for Sales Leaders Following an Acquisition
15 Jul 2019
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
28 May 2019
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
25 Apr 2019
Selling transparency is key to topping competitors
Required Reading: Replace Managing with The Coaching Effect
07 Apr 2019
Managers make sure processes are followed; coaches drive growth
Sales Are Hitting Goals, Missing the Mark
01 Mar 2019
Sales performance falls despite reaching revenue targets, CSO Insights finds
Required Reading: The Keys for Unlocking the Customer Value Chain
01 Mar 2019
To avoid disruption, companies need to understand decoupling
Required Reading: The Ultimate Guide to Becoming The Ultimate Sales Pro
01 Jan 2019
Salespeople can get ahead by thinking ahead