This week I interview Mark Kopcha, Founder & CEO of Revegy. I ask him, “What are the top 3 ways your solution changes the game for a sales organization” and other questions that get at the heart of what they do. If I had to sum it up, I’d say they help you truly understand your key accounts, stakeholders, and motivators.
So, why am I talking about the MarTech conference? Because it is perfectly timed with our annual Top Marketing Tools Guide. The MarTech landscape has 6,829 solutions – waaaay too many to sink one’s teeth into. Our Top Marketing Tools Guide has just 17. We wanted to find a good mix of solutions that are at the intersection of marketing and sales.
On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland. I was with another 700 people, ready to cover 980 miles, a lot of hills (like cycling up Everest twice), camping every night for 9 days.
What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. We’ll be reporting on all the activities over the coming weeks. In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor.
Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.
Sales reps can only sell as much as their productivity allows and it is really frustrating to see them doing administrative tasks rather than actual selling. Recent analytical studies show that nowadays sales reps are spending only 35-40% of their time for actual selling, the rest is taken by internal and administrative activities. Sounds scary, huh?
“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing. A 2017 study conducted by the Institute for Corporate Productivity (i4cp) found that organizations that encouraged collaboration were up to 5 times as likely to have high-performing teams.
The Bigtincan Hub Sales Enablement Automation Platform redefines sales, marketing and service processes to enable teams to work smarter and faster together. With sophisticated, AI-driven features and automation that supports each phase of the buying process, the Bigtincan Hub makes it easier for sales reps to leverage customer data, interaction history and existing organizational content to fuel meeting preparation, ensure more productive customer interactions and prioritize deals more efficiently.
The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. Indeed, when making business-to-business purchases for work, buyers are increasingly frustrated by the level of service they encounter. More and more, these frustrated buyers are pointing to a single area where B2B sellers fail to facilitate positive engagement: live interactions.