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Sales Enablement

4 Sales Enablement Technology Trends You Need to Adopt Right Now

As markets become more competitive and the sales cycle becomes more complex, the need for better weapons grows. Now that AI and automation have become mainstream, this arms race has given sales leaders more tools to improve sales effectiveness than ever before.  Here, we’ve condensed all of the terrific options out there into four key…

Account-Based Marketing

Pros and Cons of Account-Based Selling | Is It Right for You?

Michael Porter, a venerated professor at Harvard Business School, once wrote: “The essence of strategy is choosing what not to do.” In other words, just because you can do something doesn’t mean you should. Knowing the difference can cause a sales department to sink or swim. In the wild, wild world of B2B sales strategies,…

Digital Content Management

How Sales and Marketing Alignment Can Boost Your Revenue

Sales and marketing need each other.  Can you imagine peanut butter without jelly? Jordan without Pippen? Rhode without Island?  Far too often, though, sales and marketing teams are at odds with each other. This kind of mindset is what keeps so many organizations from maximizing revenue. In truth, only when you align sales with marketing…

Uncategorized

How COVID-19 Has Altered B2B Sales for the Better

The phrases “COVID-19” and “better” don’t usually belong in the same sentence. A world-changing pandemic and improvement? The thought sounds nonsensical, and for most concepts, it is. But the world of B2B sales has actually improved as a result of the pandemic and the distance-based remote selling environment it forced upon the industry. “Exactly how…

Account Planning

Innovative Account Planning Strategies to Help You Beat Your Competition

Ever hear the saying, “Fail to plan, plan to fail?” It’s paraphrased from Benjamin Franklin, who, among other things, helped put together the strategy that led the colonials to victory in the American Revolution.  B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like…

Account Planning

What the Data Says About B2B Account Planning

Have you ever seen a heist movie? Heist movies are about stealing stuff, of course, but they’re really about the complex web of interactions that humans weave when conspiring to accomplish feats of great ambition (in this case, stealing stuff). The best ones – Kubrick’s The Killing; Ocean’s 11 with Clooney and Pitt; The Sting…

Relationship Mapping

5 Reasons You Should Be Relationship Mapping

Imagine you’re a spy – say, James Bond – and you’re tasked with finding Goldfinger, who has once again seized control of the world’s gold supply because, well, it’s in his name.  How would you do it? The apex, or most thrilling scene at the end of a spy movie is built upon dozens of…

Account Planning

How to Find Key Decision-Makers Inside Your Target Accounts Using Salesforce

In The Godfather, there’s a famous scene where a father seeking justice for his daughter comes to Don Corleone, the awe-inspiring Mafia patriarch, asking for a favor – and doing so on the Don’s daughter’s wedding day. His favor is granted, because in the movie, a Sicilian Mob boss can’t refuse a request at a…