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Fergal Glynn
Fergal Glynn is Docurated’s VP of Marketing. Docurated accelerates sales in companies looking for fast growth by making the best marketing content readily available to Sales teams. Fergal helped produce Docurated's State of Sales Productivity Report, which examines key sales productivity trends and challenges facing sales and marketing executives. Fergal grew up in Ireland and now lives in Arlington, MA. To learn more about Docurated check out their Sales Enablement Tool on the AppExchange.
Selling in today’s B2B world is more complex than ever before. The number of stakeholders involved in any one deal now averages at 5.4, while reps must also consider factors like deal size, sales stage, competitor positioning, geography, financial terms, and use case. With so many variables, reps...
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Every company has a competitive advantage. Having a clear picture of what that competitive advantage, or Unique Selling Proposition (USP), is and being able to communicate it clearly and effectively to prospects, however, is sometimes another story. From defining and clarifying your USP to...
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Sales professionals have an arsenal of sales tools at their disposal, but one of the most powerful sales tools is the sales demonstration. Delivering an impactful sales demonstration is not as easy as it may seem. It certainly takes practice and refinement, and once a sales professional approaches...
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If you’ve ever attended a sales meeting, there is a good chance that you have seen bored, disinterested, or even resistant sales reps. The fact is, sales meetings often are boring because of their very nature: a sales manager and a team of reps going over prospect lists and how many deals they...
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Enterprise-level sales professionals must be skilled at each step of the sales process, from prospecting to following up. With all of the time invested in making the sale and closing the deal, sales professionals can’t afford to drop the ball when it comes to the follow-up. After all, relationships...
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Email isn’t a new communication method. In fact, opinions vary widely on the value of email as a marketing tool in the modern landscape. Most criticism of email surrounds the fact that inboxes are so jam-packed with SPAM that it’s next to impossible to get a recipient’s attention and, even more...
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Today’s marketing and sales landscape looks vastly different from that of just a few decades ago. With the advent of the Internet, blogging, social media, and a myriad of digital communications channels, the path to purchase is not a simple, straight line, but a complex and varied web of twists...
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Marketing and sales, despite sharing similar goals, are historically at odds. As marketing is responsible for generating qualified leads for the sales team, disjointed views on what constitutes a qualified lead or a sales-ready lead often result in efforts that fall short of providing a...
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