Use Science to Improve Sales Team Productivity and Build a “Seller-Friendly” Culture
July 07, 2020 | By Phil Harrell
- Sales leaders have long struggled to determine how to get more of their reps to consistently make quota
- Small improvements in average rep and manager productivity can significantly boost the performance of a sales organization
- To identify sales productivity improvement efforts, sales leaders should gather data about what’s keeping reps from spending time on core selling activities and managers on investing in coaching activities
Is Your Sales Operations Team “Keeping up With the Joneses?” How Sales Ops can Be a Differentiator
July 06, 2020 | By Anne Slough
- Sales operations has increasingly shifted its focus from the tactics to strategy
- The team should position itself to be the source of truth for the sales organization
- Future sales operations roles will require higher levels of business acumen and communication skills
B2B Marketing Certification Program
Learn MoreAre You Managing Your Sales Data or Is It Managing You?
July 02, 2020 | By Seth Marrs
- Dynamic guided selling requires clean, real-time data to deliver the desired results
- Three data management shifts will help organizations use AI effectively to improve performance
- Eliminate data cleansing as a daily task to maximize analytics capabilities
B2B Marketers Should Bury the Lead
July 01, 2020 | By Vicki Brown
- B2B purchasing decisions have always been made by a committee, team, or buying group
- Burying the lead means that B2B marketers must change and no longer focus on individuals
- B2B marketers should embrace opportunities with buying groups, thus creating stronger alignment with sales and improved revenue engine productivity
2021 Summit
May 2-5, 2021 | Austin Convention Center
Learn moreHealthcare Spotlight: Gaining Cross-Functional Consensus on Marketing Investments
June 29, 2020 | By Alan Gonsenhauser
- With limited resources, healthcare CMOs are under pressure to gain consensus with sales and product functions on where marketing should invest
- To prioritize investment areas, organizations must consider their internal capabilities to succeed as well as external market opportunities
- By using the SiriusDecisions Relative Targeting Framework, Change Healthcare achieved cross-functional consensus on strategic business priorities for marketing investment
Introducing the B2B Advertising Framework
June 26, 2020 | By John Arnold
- B2B purchase decisions are made by buying groups with intent, and whole buying groups are increasingly hard to reach and activate
- With an effective B2B advertising strategy, organizations can reach buying groups with creative, personalized messages, but they must approach advertising broadly and strategically to be successful
- The SiriusDecisions B2B Advertising Framework defines the key elements of B2B advertising to help marketers implement holistic, integrated advertising strategies