Couverture E-book : Accelerate your sales cycle

E-Book: How to accelerate your sales cycle ?

Every day, we post on Sparklane’s blog articles dealing with sales and marketing topics. Those practical contents are written by our team of authors. Among them some well-known experts such as...
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White Paper : Sales Intelligence & 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...

Why Digital is changing the relationship between Marketing & Sales in the B2B sector

The digital transformation is in full swing in B2B companies but, beyond injecting a digital dimension into each function, this transformation entails reviewing internal organisation and, in...
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CRM solutions : An overview

The CRM solution has been a recurrent issue for all B2B companies these past years: everyone talks about it, everyone is starting to use it (if they weren’t already doing so), everyone is...

Digital Transformation & Competitive Advantage

Back in May, Forrester Research published a report titled ” The 2016 Guide To Digital Predators, Transformers, and Dinosaurs” which evaluated the digital competitiveness of...
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Reconciling B2B salespeople with phone prospecting

This is real life observation. Whatever the company, whatever the field, B2B salespeople generally dislike “hard slog” prospecting. Nobody wants to spend the day on the phone cold...
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Sales Directors: How to calculate the value of each B2B customer

The calculation of customer value is essential in order to steer marketing action and also to guide sales teams. Current technologies now allow such calculations to be made individually for each...
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7 practical tips for improving your sales productivity

A study carried out by The Bridge Group in 2015 showed that sales productivity is the N°1 challenge for 65% of B2B companies. As a consequence, optimising this productivity should be a major...
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Finding Hidden Opportunities via Sales Triggers

The Internet has seriously upended the relationship between B2B buyers and sellers. A dozen years ago, buyers were much less informed about your company, products, and competitors than they are...
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What impact does Big Data have on decision making ?

The impact of Big Data on decision making is not necessarily linked to its volumetric nature, thus calling for the shift to Smart Data. A survey undertaken by The Economist on behalf of Capgemini...

Account-Based Marketing : a new form of B2B marketing?

What if, in order to innovate, you used a marketing technique that was more than 30 years old? And what if, with the power of today’s marketing tools, you could rejuvenate this technique in order...