When your customer is ready to sign, you want to close the deal ASAP—not be slowed by a paper-based signing process. And yet that’s exactly what happens in many organizations. According to an IDC report, Bridging the Document Disconnect in Sales, although most business today is digital, 56 percent of executives still rely on paper to sign contracts and close deals.

We can immediately begin to understand and categorize how companies of different sizes, industries, sales-cycles, and sales models make use of SalesTech and how they develop their sales stack over time. 

If you want to know how your company compares to similar companies in its use of SalesTech, we ask that you go and take this survey today and to share it with others. You’ll receive a copy of the final report at no charge. You’ll also receive a participation gift (valued at $199) immediately upon completing the survey.

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study, 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

One reason for this failure is confusion about what exactly sales enablement should be enabling. The obvious answer to the question is that enablement should enable more winning. But what, exactly, does that entail?

When you set objectives and integrate them into your incentive plan, you change sales behavior. This is a known fact. But compensation is more than standard practice, it’s a business strategy—one that’s integral to keeping your team rowing towards a shared set of company goals.

This isn’t anything revelatory. People follow the money. But strategic and dynamic placement of these incentives is vital as compensation plans are the most concrete way to communicate what’s expected from your sales team—or any team.

Across all types of businesses, sales executives are making a difficult transition from driving an effective sales process to being effective within the customer’s buying process. SMAC, (social, mobile, analytics, cloud) has altered the traditional B2B sales engagement, empowering buyers with more information, more insights and more options than ever before. The result is B2B buyers now expect an immediate, seamless, 24/7 customer experience tailored specifically to their needs.

Recently, I did an hour and a half long demonstration of our CRM software, PipelineDeals. By all standards, software demonstrations should be short and to the point. The longer you talk through your platform, your message gets diluted, bugs inevitably crop up, and eyes (or ears) glaze over. They should most certainly NOT be an hour and a half long – that’s three times as long as my target time for most demos.

The demo drug on because the prospect kept pushing back; he was from the old-school and thought CRM software was too much work. Too much data entry, it’s a pain in the butt, and his salespeople didn’t need it! He didn’t know anyone that thought much of that new-fangled software, but his employees kept bugging him about it.

We’ve just announced the Top Marketing Tools of 2017 (TMT) Guide. Why should Sales leaders care? Because the marketing tools we recognize directly support the generation of revenue. In other words, Sales organizations are the beneficiaries.

This year, we’ve scoured the market for technology that falls into six key categories:

1- ABM (Account Based Marketing)
2- Customer Engagement
3- Customer Experience
4- Customer Journey
5- Top of Funnel
6- Specialized Solutions

29 solutions in total… Something for everyone!

When you think of AI, you may be conjuring images of autonomous robots taking over the world.

Fortunately, there’s a long way to go before that happens. But AI already plays a big part in our lives, whether we realize it or not.

Have you ever gotten a ride from Uber or Lyft? Browsed recommendations on Netflix? Or checked your Facebook newsfeed? These types of personalized experiences are just a few examples of AI-powered technology.

With the staggering amount of online data being collected, many companies are already leveraging artificial intelligence to understand customer behavior and preferences.

When most people picture a successful salesperson, they often think of ‘the closer’ – the one celebrating the big deal coming in, money showering down, and gongs going off.

These folks, particularly in enterprise companies, are often called Account Executives (AE). They manage the account, ultimately building and owning the relationship, then closing deals.

Ever since the switch to ‘inside sales’ became the dominant way to initiate deals –  over the phone and over email – it’s been the role of sales development representatives to start but not finish the process. Once a lead is qualified, it turns to the AE to make it happen.

Something watches your every move. It casts a dark, deceptive, and often destructive, shadow upon each and every salesperson as they go about their day. It threatens to wreak havoc in the most insidious and unexpected ways.

It is the perfect ally to have on your side, but it often stands as a formidable and unforgiving adversary. It cannot be bought or owned, yet it is yours to use as you like.