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What is sales operations
What is Sales Operations?

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. Matt Heinz calls them one of the most unsung heroes for sales organizations. There are thousands of sales operations professionals in the US alone and the function...

Accelerate Sales
4 Ways to Accelerate Sales

In the B2B selling environment, nothing is more frustrating than that “sure thing” deal slipping into next quarter’s sales cycle. According to research from Aberdeen Group, 24% of these types of deals suffer such a fate. The study goes on to reveal that top business...

Content Marketing & Customer Lifecycle
Content Marketing and the Customer Lifecycle

Content is useful for attracting interest, generating leads, and nurturing prospects. B2B marketers often focus on top-of-the-funnel content, which makes sense when considering that generating qualified leads is a top concern for most B2B organizations. But content marketing shouldn’t stop at sales – content should...

sales enablement tools
Sales Enablement Tools Budgets Rising – Fast

Just in time for their annual summit, SiriusDecisions announced some intriguing data about the sales enablement tool space. SiriusDecisions service director Jim Ninivaggi (one of our sales enablement thought leaders!) summarized the research in a column here. The key finding that Jim calls out is that...

Onboarding with Sales Enablement
4 Tips for Using Sales Enablement for Onboarding

A recent Aberdeen Group study found that it takes seven months and almost $30,000 to recruit and onboard a new sales rep. This stat reveals two primary challenges for B2B organizations. The Challenges Challenge #1: Finding Sales Reps According to Forbes, the sales representative position is one of...

B2B Buyer
Who is the 2015 B2B Buyer?

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. It is increasingly important for sales organizations to not only recognize these changes, but also to adapt and reorganize, if necessary. But before you make any major modifications, you should...

Customer Experience as Sales Enablement
Customer Experience as Sales Enablement

Today’s B2B selling environment is a challenge. Buyers are more harried than ever. That makes it especially difficult to encourage prospects to bring on another project to an already full plate. Anything your sales and marketing organization can do from a sales enablement perspective to...