One of the longstanding complaints from sales reps is the lack of quality leads. This problem was captured in the movie Glengarry Glen Ross when Jack Lemmon’s sales rep complains that “the leads are weak” only to be told by Alec Baldwin’s sales consultant, “you’re weak.” Instead...

Have you found sales prospecting seems to get harder and harder? You’re right, and sometimes it just doesn’t look as though things are going to get better! Are you looking for “best practices” to facilitate business lead generation without having to do more...

Converting a lead into a customer is a long, slow, complex process – especially in the B2B sector. Perhaps that sounds familiar to you? According to B2B Magazine, 43% of B2B marketers say their sales cycles have slowed down over recent years. And when the sales cycle is slow, so...

ChaffeUsing machine learning and predictive intelligence through the B2B Buyer journey AI (artificial intelligence) has become a business buzzword this past year, even featuring in the mainstream media. Many martech vendors are competing to launch AI features for their product or...

IBM’s latest developments to its Watson super-computer demonstrate year on year that Artificial Intelligence (AI) is set to play an increasingly dominant role in how our companies operate in coming years. From a business perspective, the question is no longer whether AI has a...

Acquiring a Sales Intelligence solution is a relevant investment for your company, especially if you hope to generate even more and better quality leads, and convert prospective customers into long-term ones. Sales Intelligence tools are a fantastic resource for developing your...

First of all this article is going to tell you why Sales Intelligence has an increasingly important role at the moment;  subsequently, we will look at some sound and practical tips for applying Sales Intelligence in your sales team. However, before we begin, we should define...

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...

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...