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

The Post-Purchase Experience Is Essential to Retaining Customers

A recent report from BRP lays out eight best practices for retailers to improve the post-purchase experience

Required Reading: Competing on Customer Experience Requires a 'Growth IQ'

Companies still need to put customers first to grow their revenue

Unified Commerce Is Essential to Meeting Customer Expectations

BRP identifies five areas that retailers need to work on to develop a unified experience

Sales Hiring Hits a Snag

Ensuring sales force success requires changes in hiring and post-hiring processes

Buyer Enablement Is the Key to B2B Sales

Much of the sales process happens before sales reps get involved

An Empowered Workforce Needs a Culture of Engagement

Employee engagement, employee experience, and employee enablement have to come together

Sales Is Merging with Science

More STEM graduates are finding their niche in sales careers

Sales Require Organizational Overhaul, Better Data

Most sales teams still struggle with infrastructure and processes, study finds

Required Reading: Understanding How Customers Buy…& Why They Don’t

In a world of nearly infinite choices, companies need to shift their focus from how they sell to how customers buy

E-commerce Communities Alter Companies’ Go-to-Market Strategies

CMO Council urges adoption of the 4Ps of marketing: precision, personalization, persuasion, and perfection

Required Reading: How to Master Sales Enablement

In a world of informed buyers, sales enablement can help organizations set themselves apart

Blockchain Technology Fosters Its Own Concerns

The financial transaction security technology leaves many companies worried

Customer Preferences Drive B2B E-Commerce Growth

B2B e-commerce will reach $1.2 trillion by 2021; companies need to become more digitally savvy to remain competitive

ON THE SCENE—CRM Evolution: For Customers, Time and Efficiency Trump All

Speakers urged companies to adopt technologies that get customers in and out without a hassle

Mobile Sales Force Automation Apps Are Set to Soar

As prepackaged SFA solutions are made easily available, businesses are expected to increase adoption.