Shifting SPM Perspective: Results vs. Activity Performance
Progression of Sales Performance Management Through Time Currently, there is still a strong focus in SPM on financial results. In other words, many of these platforms have been aimed at tracking resulting financial metrics related to quota attainment, revenue generation, etc. And if we reference the historical legacy of the space for a moment, it’s easy to see why this is the case. In the early
Shifting SPM Perspective: Closing the Data Gap
Brief History of Buyer Engagement Tracking In the early 2000’s, CRM SaaS offerings began to gain traction with Salesfore.com leading the charge. Now, nearly 20 years later, CRM systems have transitioned from a “nice-to-have” to an essential element of any enterprise sales tech stack.
The Rundown: Why You Should Attend SiriusDecisions Summit 2019
Every May #SDSummit sweeps sales enablement internet channels and conversations. So what is it? How will it help your business and why should you physically go? We’ve put together this blog to help you evaluate whether you should attend.
Six Ways Sales Enablement Leaders Can Get the Most from Their Team
To assist in the planning efforts of b-to-b sales leaders, SiriusDecisions creates fact based, research-driven Planning Assumptions guides every year. If you’re a sales-enablement leader, you’ll want to take some time to download and read their latest guide, Sales Enablement: Planning Assumptions 2019.
Attention Sales Operations Leaders: Ignore These 2019 Planning Assumptions at Your Own Risk
To aid in the planning efforts of B2B leaders, SiriusDecisions creates research-driven Planning Assumptions guides each year.
Why Sales Leaders Should Adopt a Sales Enablement Platform, According to Gartner
Gartner, the world’s leading research and advisory firm, recently recognized Accent Technologies as a sample vendor for several categories: Sales-Enablement Platforms, Algorithmic Guided Selling, Sales Analytics and Digital Content Management for Sales.
20 CRM Myths That Hinder Organizations from Achieving Sales Greatness
Salespeople who use CRMs effectively achieve better results. Major benefits include gaining more leads, closing more deals and increasing client satisfaction. Even so, CRMs are underutilized. Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.” A lot of CRM apprehension stems from misunderstandings. Some reps misunderstand the purpose of CRMs, and others
Part 2: Mastering Client Communications
If your company provides a service to other businesses, you’ll need to communicate regularly with your clients. Whether you’re working on an IT project, construction services, a marketing project or nearly any other type of service, your clients need to be informed every step of the way.
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