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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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...

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 Sales Enablement is going to change B2B Sales within 2 years (Part 2 of 2)

As a follow-up to the first part of our article on Sales Enablement, in which we dealt with the necessity of undertaking a sales audit, here are the priority actions to be implemented.   Stage 2 – Draw up a list of priority actions to be implemented The goal is to help the...

How Sales Enablement is going to change B2B Sales within 2 years (Part 1 of 2)

What is Sales Enablement? Sales Enablement shows a change in the state of mind of B2B sales. As B2B sales are becoming more complex and competitive, it is necessary to implement methods, tools and processes to improve the efficiency of your sales and marketing teams.   Sales...

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 particular, breaking the traditional silos formed by marketing and sales. At a time when...
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5 Tips for writing the perfect Sales email

Did you know that an employee spends, on average, a quarter of their time managing their email? So email is THE communication channel par excellence, particularly for sales people. But an email can very easily be boring, inefficient or impersonal. This can further diminish its...
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,...

How Sales Intelligence can inform and empower Sales

Big Data is having increasing influence on how companies do business. Perhaps unsurprisingly, the mass of data has led to some roles being changed and the clear lines of responsibility being blurred. This is particularly evident in marketing and sales functions. In the past,...