Jun 28, 2017 By Shelley Cernel

5 Ways Sales Technology Improves Rep Performance

The B2B purchase process is constantly evolving, with increasing complexity in the purchase process, greater buyer expectations, and shifting funnel dynamics. Sales technology, too, has come a long way in just the last decade. New tooling has disrupted the sales process and changed the way that... Read More

Sales

Mar 29, 2017 By Shelley Cernel

5 Ways B2B Sales Reps Should be Using Social Selling

In today’s increasingly connected world, it’s more important than ever for sales reps to adapt to the evolving B2B environment. Buyers are more connected, more informed, and more susceptible to peer influence on their purchase decisions. The power of social media can help sales forces relate to and... Read More

Marketing, Sales, Social Media

Jan 11, 2017 By Shelley Cernel

Sales Enablement Resolutions for Successful Reps

As 2016 comes to a close, it is already time to start thinking about and preparing for a new year, new business goals, and new sales targets. Despite the hustle and bustle of the season, now is when you should reflect on the year past, refocus, and prepare for the busy year ahead. And while... Read More

Sales

Nov 23, 2016 By Shelley Cernel

How to Hit Year-End Revenue Goals

A lot of people look forward to this time of year, with the start of holiday festivities, time with family and friends, and the thrill of upcoming vacations. But for sales, it can be hectic and stressful, with immense pressure to over-perform. Indeed, Q4 is the final chance to hit quota and... Read More

Sales

Oct 19, 2016 By Shelley Cernel

Boosting Sales Productivity with Sales Enablement and Analytics

Sales productivity is a challenge for almost every B2B organization. And the pressure to meet or surpass revenue goals is only increasing, with over half of sales teams expected to hit revenue goals that are at least 20% higher than the year before (Forbes). But when only 1/5 of your sales team... Read More

Sales

Aug 17, 2016 By Shelley Cernel

The Race for Sales Success

The Olympics is a celebration of the determination, willpower, and achievements of thousands of athletes from across the globe, the culmination of years of dedicated training and hard work. In a grueling yet powerful display of athleticism, competitors push themselves further than they thought... Read More

Sales

Jul 20, 2016 By Shelley Cernel

4 Steps to Effective Marketing and Sales Communication

It’s no secret that there is often tension between sales and marketing at B2B organizations. This situation is only exacerbated by the oft-present silo mentality, where departments operate as individual units. In fact, Forrester data shows that only 8% of B2B companies have tight marketing and... Read More

Marketing, Sales

Jun 16, 2016 By Shelley Cernel

Selling to the Modern B2B Buyer

The ever-evolving B2B selling space, increasingly complex sales process, and changing buyer expectations present new challenges for B2B sales teams on a daily basis. At the same time, traditional sales processes are becoming less effective. In order to remain competitive and hit revenue goals, it... Read More

Sales, Sales Strategies

May 19, 2016 By Shelley Cernel

5 Ways a Sales Enablement Tool Adds Value to an Account-Based Selling Strategy

Account-based selling (ABS) is one of the hottest B2B sales trends for 2016 and is quickly becoming the go-to-strategy for organizations that want to maximize their sales potential. Account-based selling is a B2B sales model that considers accounts to be markets of one, as opposed to the more... Read More

Sales, Sales Strategies