July 2015

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Are Sales Reps Still Relevant in the Age of Automation?
Are Sales Reps Still Relevant in the Age of Automation?

Automation is everywhere in the B2B world. Advances in technology can completely transform a business and drive increased efficiency, effectiveness, and productivity. That same technology is evolving faster than most organizations can even adapt.As technology and big data disrupt and threaten jobs across multiple industries, from...

Creating a High-Performing Sales Culture
Creating a High-Performing Sales Culture

A top priority for sales managers, after increasing sales and revenue of course, is often to create a high-performing sales culture within the organization. Every sales leader wants a productive, efficient, and effective sales team that can hit quota. And let’s face it – in...

sales enablement & marketing content
Why Your Marketing Content Doesn’t Get Used

A typical B2B marketing team invests 16% of its budget creating marketing content. That’s a trend that’s been on the rise for years as companies recognize the influence content can have on buyer behavior. Interest has risen even more dramatically as marketers and sales leadership recognized that marketing content had...

Marketing Automation
Why Today’s Marketer Needs Marketing Automation

Recent research from Aberdeen has found that the use of marketing automation technology is a significant differentiator between effective and ineffective content marketers. They go on to assert, "Content marketing has proven to be a great equalizer in the business world – even the smallest companies...

sales content
Six Ways Sales Can Use Content to Win

Today’s buyers are more sophisticated than ever before, and they know more about your products, competitors, and the market than ever before. That means that sales people that interact with them need to be prepared to add value when speaking to prospects. They have to...

Predicting the Future of Predictive Sales

On Wednesday industry leaders and expert practitioners gathered in San Francisco to discuss predictive technology and its applications to the sales funnel. The range of participants, across multiple industries and geographies, are testament to the fact that predictive technologies have come mainstream.Much like the...

Sales Training is a Line, Not a Dot
Sales Training is a Line, Not a Dot

Sales reps are critical to the success of any business, but especially fast-growing B2B sales organizations. In today's selling space, where the sales process is more complex and a purchase decision requires consensus from multiple stakeholders, it's important for your sales team to be experts on...