SiriusPerspectives® Blog

The Salesforce winter 2020 release incorporates updates that allow users to set up the SiriusDecisions Demand Unit Waterfall with standard functionality Users can systemize and connect contacts with buying groups within Salesforce using the new features of the opportunity contact role object Allowing marketing, teleservices and sales to attach additional contacts to an opportunity and complete the buying group enables teams to deliver better-informed responses to buying group members

Many emerging-growth organizations are using inside sales as a fast and agile way to accelerate revenue growth Mature organizations are using inside sales as a cost-efficient way to continue and expand revenue growth A sales leader should follow five essential steps to stand up the inside sales function

Healthcare organizations realize higher revenue and profit when their pricing and packaging reflect value offered to their buyers Most organizations lack a consistent, repeatable process to develop value-based pricing and packaging The SiriusDecisions Pricing and Packaging Blueprint is a four-phase process for developing pricing and packaging that supports organizational growth and profitability goals

B2B organizations often build their digital advertising ROI using faulty assumptions New research strongly suggests that most digital advertising investments are wasted Organizations can learn a lot about the real benefits of advertising from studying Super Bowl ads

Dynamic guided selling is a concept that is poised to become a reality in B2B sales organizations Integrating sales tools to build an iterative process enables sales teams to win more E-commerce guided selling, configure, price and quote (CPQ) systems, customer relationship management (CRM) and AI are the foundation for every customer interaction

The premise of agile is to integrate continuous improvement of usable chunks of a project through an iterative approach Opportunities to apply agile practices exist in product management even when product development operates within waterfall methodologies Operationalizing agile practices will turn product management leaders into agile change agents and promote further adoption within product development