White paper | How sales intelligence is transforming b2b sales

White paper: How sales intelligence is transforming B2B sales

To say that the sales industry has changed is somewhat of an understatement. Before the rise of the Internet through to the 2020 horizon, the changes have been incredible and there is no end of changes to come. These developments will accelerate even further with even more...
Blog Book | How to boost your sales prospection

Blog Book: How to boost your sales prospection ?

If you’ve already come on our blog, you might know that we post everyday some articles dealing with sales and marketing topics. Such content, written by our team of contributors (bloggers, marketers, journalists, influencers) are intended to help you, as a Sales Rep or Marketer,...

Calculating ROI for Sales Intelligence

The 2016 Sales Performance Optimization Study by CSO Insights found that only 57.1% of B2B sales reps made quota last year. You might think that number is understated, but the rate was only 58.1% in 2014 and 58.2% in 2015. What’s more, B2B sales teams only achieved 82.7% of plan...
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CRM is nothing without reliable data!

You will certainly remember the tyre manufacturer Pirelli’s advertising slogan “Power is nothing without control.” Applied to CRM, the slogan could well be “CRM is nothing without reliable data.” The first goal of a CRM system is to centralise the data concerning clients and...

B2B Emailing: How to design an effective dashboard?

If you’ve ever been to New York, it’s highly likely that you’ve eaten a hotdog on a street corner! Let’s take a minute or so to step into the shoes of the vendor who sold it to you. Although the comparison won’t make sense from all points of view, as a hotdog seller, you have...

Infographic | How is the B2B Customer evolving ? What is the impact for the Sales reps?

It’s no secret that the B2B customer has changed considerably over the past ten years. Much more than over the previous century. The modern customer likes all things digital, is permanently connected on the social networks, and uses their mobile a lot to look for information and...

Customer 360, a new horizon for B2B Marketing

The strategy known as “Customer 360” — or 360-degree customer view — aims to increase a company’s data sources in order to gain a unified and all–encompassing vision of their client, and then to multiply the points of contacts with this client so as to be able to deliver content...

Why budget for Sales Intelligence in 2017?

As you plan for fiscal 2017, I’d like to make the case for transforming your sales and marketing processes with sales intelligence tools. These products provide a strategic advantage to your sales and marketing teams which helps them outsell your competition at prospects and...
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How To Nurture Your Leads For Maximum Conversion Rate

It’s not unusual to hear, “Content is king.” Well, that is true to some extent… Sitting comfortably on the content throne is however, almost pointless if you don’t convert your hard-earned website visitors into paying customers! Absorbing content is just one facet of the...
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Successfully starting your Prospect Relationship Management strategy!

Who shall cast the first stone? Who shall cast the first stone at they who have never been tempted to “throw” at a list of leads a communication that was above all intended for their clients? It’s often tempting, even more so when the communication in question is a great deal and...