360 PERSPECTIVES

How To Connect Silos
and Put Customers First

Aug 19, 2016 By JoAnn Corley & Alan Allard

4 Key Ingredients to Achieving Gold in Sales Performance

Why do so many of us get so excited about the Olympics? It’s such a thrilling time of year to cheer for Team USA, to hear stories of sacrifice, exceptional personal challenge, and the capability to overcome in the quest for gold. There is something inspiring and uplifting encompassed in the overall... Read More

Sales, Sales Strategies

Jun 29, 2016 By Bob Marsh

How Modern Sales Leaders Close the Quarter Strong

It’s the end of the quarter, and you’re behind. The last thing you want to do is go for a quick fix, but you know you’ve got to hit your number. This isn’t uncommon. According to research from Clearslide and CSO Insights, 58% of deals forecasted slip from the period that they are reported to be... Read More

Sales, Sales Strategies

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

Jun 15, 2016 By Sharmin Kent

How Focusing on the Best Leads Yields Better Customers

There's not a single sales leader on the planet who doesn't want more leads. Building a large, consistent pipeline is one of the most important elements of closing the right number of deals and meeting quarterly sales goals. But building a clean pipeline both important and challenging – and... Read More

Sales, Sales Strategies

Jun 01, 2016 By Jesse Davis

How Newly Hired SDRs Should Spend Their First Week

When hiring new sales development reps, the first week can be make-or-break. They say that even the longest journey begins with a single step, but that step needs to be taken in the right direction. While most sales leaders understand the importance of training new reps, many struggle with exactly... Read More

Sales, Sales Strategies

May 27, 2016 By Sharmin Kent

4 Ways to Overcome Obstacles in Enterprise Sales

Engaging buyers and moving them through the sales cycle is always a challenge, but with enterprise prospects, that challenge intensifies. Not only are enterprise sales cycles significantly longer, but salespeople must engage with more decision-makers and influencers to close a deal. No matter how... Read More

Sales, Sales Strategies, Apps, Analytics

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

Apr 21, 2016 By Scott Edinger

Your Sales People Are Setting Your Strategy (Are You OK With That?)

Think about it. If a sound strategy consists of the profile of your ideal client in terms of demographic and psychographic, in addition to how you are uniquely positioned to help, then it’s unequivocally true. Your salespeople are setting your company’s strategy. I’ve led plenty of strategy... Read More

Sales, Sales Strategies

Apr 20, 2016 By Tibor Shanto

Helping Buyers See Value

Humans are visual beings, and as such your sales should leverage this visual bent in the course of selling. Sales people tend to be verbal creatures, which is why the best sellers use visuals wherever possible to not only improve how they communicate with buyers, but to accelerate the sales... Read More

Sales, Sales Strategies

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How To Create a Customer-Centric Experience

The New Rules of Customer Engagement: Key Trends From Global Research

Salesforce.com

360 PERSPECTIVES

How To Connect Silos
and Put Customers First

4 Key Ingredients to Achieving Gold in Sales Performance

How Modern Sales Leaders Close the Quarter Strong

Selling to the Modern B2B Buyer

How Focusing on the Best Leads Yields Better Customers

How Newly Hired SDRs Should Spend Their First Week

4 Ways to Overcome Obstacles in Enterprise Sales

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

Your Sales People Are Setting Your Strategy (Are You OK With That?)

Helping Buyers See Value

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CTO Perspective: Take Your Development Team From Product- To Customer Centric

How To Create a Customer-Centric Experience

New Rules of Customer Engagement: Key Trends From Global Research

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Salesforce.com

360 PERSPECTIVES

How To Connect Silos and Put Customers First

Most Popular Stories

CTO Perspective: Take Your Development Team From Product- To Customer Centric

How To Create a Customer-Centric Experience

New Rules of Customer Engagement: Key Trends From Global Research

Americas

Europe, Middle East, and Africa

Asia Pacific

How To Connect Silos
and Put Customers First