Articles
Tag: sales (page 6)
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What Do CMOs Want?
"What do CMOs want?" I've heard this question repeatedly throughout my career — from agencies, vendors, clients and advisor organizations. I’ve even worked with clients who wondered what their CMO wants. The topic is a perennial favorite of the list post.
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Marketers: Are You Leaving Your Sales Teams in the Dark?
Boilerplate recitation of features and functions won't move today's B2B customers. Those customers have invested a lot of time in research before meeting with a vendor — which means the vendor better have studied up as well.
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AI-Driven Salesflare CRM Seeks to 'Kill Dumb Software'
Antwerp, Belgium-based Salesflare — a company that wants to help you "work less, sell more" — just released its intelligent sales customer relationship management (CRM) application that promises to fill out itself and help you "flawlessly" follow up your customers. “Our intention is to kill all dumb software.
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Salesforce Adds Steelbrick's CPQ to Service Cloud Lightning
Increasingly service representatives are becoming more empowered to address customers' problems and there are many scenarios that require the ability to reprice or reconfigure an order.
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Microsoft, Salesforce Lead Gartner's Sales Force Automation MQ
Sales force automation solutions are nothing new. In fact, some companies cited in Gartner's Magic Quadrant (MQ) for Sales Force Automation (SFA) are almost 20 years old.
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Zoho CRM Upgrade Digs Deep with Multiple Releases
Zoho announced a major update to its platform last week, including the release of multiple tools aimed at helping salespeople at every step of the sales cycle. The company announced the upgrades over a series of four announcements.
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Presentation Tips That Skip the Software Dog and Pony Show
A sales engineer for a software company gave the final presentation of a breakfast I recently attended.
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5 Enterprise Sales Processes Small Businesses Can Easily Adopt
Technology keeps evolving to better serve today's digital workforces and the processes they use day-to-day. And that has leveled the playing field for small businesses, who now have more options to compete against large enterprises. Thanks to a highly competitive enterprise software market, small businesses can take advantage of enterprise-level offerings at prices they can afford.
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LinkedIn Enhances Social Selling Integrations in CRM, Email, Mobile
LinkedIn wants its social selling platform customers to get more out of their Salesforce customer relationship management (CRM) suite, their Gmail accounts and their sales mobile apps. The Mountain View, Calif. social professional network today released enhancements for its Sales Navigator platform, its social selling platform for sales agents.
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Product Roadmaps Sell the Future, Not the Past
Building, marketing and selling software over the years has convinced me that the single most underutilized component to driving growth is the roadmap. In SaaS or consumer products monetized from an enterprise budget, the current feature set helps companies make sales numbers.
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The Art and Science of B2B Demand Generation Marketing
For B2B marketers, the pressure to bring in new leads is palpable. According to a recent study by the Content Marketing Institute (pdf), 85 percent of B2B marketers rank lead generation as their top goal for the next year — but it’s easier said than done. A separate study of
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Augmented Intelligence Helps Sales Teams Evolve
Salespeople operate in constantly shifting environments. Every day they contend with new situations and changing information, and no two customers are the same. To remain in control, companies deploy CRM systems as their system of record, or "single source of truth.
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Relationships & Results Before Contracts: How to Win More Business
The way businesses buy from and sell to each other has changed. First, customers have become more demanding, insisting on more complex, customized solutions—with different levels of sales support. Companies accustomed to selling products and walking away are being forced to prove how they add real value.
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Love Marketing Technology. Buying It? Not So Much
Software sold as a “service” might work as a business model, but for the customer — at least for this customer — buying marketing SaaS sucks. I didn’t arrive at that sophisticated conclusion lightly.
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