SBI

APRIL 16, 2018

Give it up for our 2018 Top Sales Tools of the Year recipients! With more than 500 sales technologies on our most recent 2018 SalesTech Landscape , there’s no question but that that the impact of digital technologies will be far reaching. It’s an exciting time to be sure. Start with what’s most important.

Digital Transformation 11

Digital Transformation Onboarding Sales Digitalization 11

Miller Heiman Group

JANUARY 29, 2019

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. Invest in Sales Technology.

Organization 64

Organization Onboarding Sales Sales Technology 64

Miller Heiman Group

FEBRUARY 23, 2018

Sellers, it’s time to wake up to the new reality of sales. Technology, generational shifts and increased competition mean that today’s buyers are coming to the table more prepared, empowered and informed than ever before. And many sales organizations simply aren’t keeping up. Still not convinced?

Innovation 48

Innovation Artificial Intelligence Sales Technology CRM 48

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Put the Customer at the Center of Your Organization. Get Your Data Strategy Right.

Organization 55

Organization Sales Shareholders Sales Technology 55

Hubspot Sales

NOVEMBER 7, 2018

When this year draws to a close, there will be several contenders for the top business buzzword of 2018, but artificial intelligence (AI) is a good bet to run away with the title. And no area is riper for transformation than sales. AI is poised to not only support professional activities but transform them. That’s a mistake.

Artificial Intelligence 107

Artificial Intelligence Sales CRM Sales Technology 107

Miller Heiman Group

APRIL 10, 2018

This vicious cycle — sellers not being perceived as business problems-solvers, sellers not getting invited to participate in the early phases of the sales cycle, sellers not providing enough value to differentiate themselves and be seen as problem-solvers — makes it imperative that sales organizations significantly change the way they sell.

Organization 50

Organization Sales B2B Decision-making 50

Miller Heiman Group

JULY 28, 2020

Change is constant in the age of the coronavirus, and it’s having deep effects on sales organizations. LinkedIn and Korn Ferry recently took a deep dive into the impact of the coronavirus on sales organizations. Below, we highlight five of the most critical of these trends affecting sales organizations.

Sales 85

Sales Sales Technology CRM B2B 85

Hubspot Sales

APRIL 12, 2018

Nearly 80% of companies (78.3%) of respondents in the InsideSales.com study reported SDRs in their sales organization meet and coordinate with account executives at least once a week. Best Tools For a Sales Development Rep. Sales Development Performance Measurement and ROI.

Sales 110

Sales Sales Environment Communication Media 110

Miller Heiman Group

MARCH 11, 2019

No other job in an organization—besides maybe the CEO—holds such an accountable measure of success. The highest-performing sellers often end up on a fast track to becoming sales managers. Sellers are responsible for only their own results; sales managers are responsible for the performance of the entire team.

Sales Management 90

Sales Management Management Sales CRM 90

Miller Heiman Group

FEBRUARY 13, 2020

Sharing perspective has a significant impact on win rates—more than 23% for sellers who excel at providing perspective compared to those who fall short—yet only 11% of sales organizations have mastered this type of selling, according to our 2018-2019 Sales Performance Study.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Miller Heiman Group

JANUARY 14, 2020

“Sales operations is a long-standing function in most industries, with two-thirds of organizations having a dedicated team,” said Miller Heiman Group’s Seleste Lunsford. But with advances in sales technologies, data accessibility and AI we also find significant opportunity for sales operations to drive even more success.”.

Sales Technology 58

Sales Technology Sales CRM Sales Leadership 58

SBI

DECEMBER 6, 2017

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. Sales Enablement & Engagement. Sales Prospecting & Communication. Closing Deals. Pipeline Management & Deal Flow. View the Guide.

Innovation 55

Innovation Sales Sales Technology Communication 55

Miller Heiman Group

OCTOBER 23, 2019

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Defining a Clear Sales Data Strategy. The Exploding Sales Technology Landscape .

Sales Technology 52

Sales Technology Sales Leadership Leadership Sales 52

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. It is vital that sales organizations find agile and extemporaneous talent to match.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Miller Heiman Group

DECEMBER 21, 2018

Our powerful sales analytics platform combines the methodologies of Strategic Selling® with Perspective and Conceptual Selling® with forward-looking, analytics-driven sales technology. Sales leaders receive essential insights enabling them to coach sellers earlier and more effectively. Scout solves this for us.”.

Prioritization 63

Prioritization Sales Analytics Sales Technology Organization 63

Miller Heiman Group

SEPTEMBER 19, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Artificial Intelligence 57

Artificial Intelligence Digital Transformation Onboarding Sales 57

Miller Heiman Group

JULY 25, 2019

While this may seem like an anomaly, the higher revenue attainment numbers reveal that sales organizations are doing one of two things (and likely both) to improve their numbers: relying on their top performers to bolster sales or making additional hires to boost their performance.

Artificial Intelligence 68

Artificial Intelligence Sales Sales Technology Organization 68

Miller Heiman Group

SEPTEMBER 20, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Artificial Intelligence 55

Artificial Intelligence Digital Transformation Sales Onboarding 55

Xant

APRIL 15, 2021

As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. We recently surveyed 450 top sales dev leaders to evaluate their teams and technologies and learn what’s changed in the sales development world. In 2020, these teams were 15.2%

Sales 52

Sales Decision-making Organization Sales Technology 52

Miller Heiman Group

MARCH 26, 2018

Most sales enablement platforms today don’t answer the critical question on the minds of salespeople everywhere: What are the actions I should take right now to win this deal? This has always been the problem with sales technology: It focuses only on data outputs and outcomes.

Sales Technology 50

Sales Technology Innovation Sales Software 50

Miller Heiman Group

AUGUST 8, 2019

The CSO Insights 2018 Sales Operations Optimization Study showed that companies actively invest in 25 different types of sales technologies, and the average sales organization uses 10 tools and plans to add four more in 2019. Take the Sales Performance Meter.

Artificial Intelligence 50

Artificial Intelligence CRM Sales Analytics Sales Technology 50

Miller Heiman Group

JULY 29, 2019

A sales forecast is only as good as the processes and data that support it. In its 2018 Sales Operations Optimization Study , CSO Insights found that companies with a formal, structured forecasting review process increased their win rates of forecast deals by 25%, compared to organizations that did not.

Sales 56

Sales CRM Sales Technology Meetings 56

Miller Heiman Group

APRIL 12, 2019

CRM systems and supporting sales technology platforms give sales leaders access to rich amounts of data. The challenge for many sales leaders is extracting actionable insights from the data that can be used to coach your sales team to achieve higher win rates.

Sales Analytics 61

Sales Analytics CRM Sales Sales Technology 61

Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. 1: A formal sales process drives CRM adoption.

CRM 51

CRM Sales Sales Leadership Decision-making 51

SBI

MAY 15, 2018

. “a potential game changer that could revitalize the entire US aerospace industry” There have never been as many game-changing sales technologies as there are today. What we call the 4 Golden Goals of sales organizations. In a glance, you can see how 9 executives answered that question.

Digitalization 8

Digitalization CRM Sales Technology Sales 8

5600 Blue

JANUARY 31, 2018

My friend and colleague, Jim Dickie ( [link] ) recently reported sales leaders stated their top barrier to achieving their 2018 revenue objectives is: LACK OF COACHING. Furthermore CSO Insights 2017 Sales Enablement Optimization Report highlights that those organizations who deliver “dynamic” coaching enjoy a: 27.6%

Stakeholders 52

Stakeholders Sales Management Sales Technology CRM 52

Miller Heiman Group

APRIL 1, 2019

Along with the existing Salesforce integration, Scout allows even more sales professionals to see the move that moves the deal. When Scout launched in 2018, the positive feedback we received from clients was overwhelming; they all wanted technology to reinforce their methodology,” said Miller Heiman Group CEO Byron Matthews.

Sales Analytics 55

Sales Analytics CRM Software Software 55

SBI

SEPTEMBER 6, 2018

Making the Sales Technology Decision-Process Easier for Sales Executives, Sales Ops, and Sales Enablement leaders. Vendor Neutral Certified Profiles offer a way to empower buyers to understand what vendors offer in a clear, consistent way through objective, credible profiles of key sales tech vendors.

Sales Technology 38

Sales Technology Publishing Innovation Decision-making 38

Miller Heiman Group

AUGUST 20, 2019

As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. 8 Strategies to Revive Manufacturing Sales. Get Sellers Buy-In.

Manufacturing 56

Manufacturing Sales Analytics Stakeholders CRM 56

Miller Heiman Group

MARCH 22, 2019

In our latest white paper, The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century we share insights into how manufacturing sales teams can navigate these dramatic transformations and turn themselves into the modern sales organizations that this industry needs.

Manufacturing 54

Manufacturing Stakeholders Leadership Meetings 54

SBI

SEPTEMBER 17, 2019

.” This week at Gartner’s CSO & Sales Leader Conference, Invisible.io will unveil RevenueGrid and share its insights at the Revenue Acceleration space with top sales influencers. was named as the best sales technology of 2019? Buying Technology. It’s derived from Invisible.io About Invisible.

Account Planning 33

Account Planning Sales CRM Sales Technology 33

SBI

MARCH 7, 2019

Adobe’s latest Digital Trends report shows that organizations that lead in customer experience are three times more likely than their peers to have exceeded their top 2018 business goal. Buyers today spend more time researching products before interacting directly with a person in the sales organization.

Customer Experience 37

Customer Experience Transportation Sales Decision-making 37

SBI

JUNE 25, 2019

With more than 90 percent year-over-year growth, Showpad’s rapid expansion is indicative of the explosive growth of the sales enablement market segment. According to Gartner, 15 percent of all sales technology spending will be applied to sales enablement technology by 2021. Buying Technology. Pat will walk.

Investors 29

Investors Account Planning Banking Finance 29

SBI

SEPTEMBER 15, 2021

Instead of relying on partial insights obtained during sales meetings, Revenue360 captures account activities and content engagement from the first interaction on the website to sales meetings to follow-up from sales reps to provide a holistic view of the deal pipeline and prescriptive next steps. Gartner Inc.

Acquisition 30

Acquisition Healthcare Sales Technology Meetings 30

SBI

DECEMBER 9, 2019

The Top Sales Tools Guide recognizes companies with unique capabilities for solving revenue-generating challenges. Sales organizations rarely have the resources to adequately keep up on all the sales technology offerings. That’s why we produce the Top Sales Tools of the Year Guide.”

Account Planning 26

Account Planning Software Software Acquisition 26

SBI

SEPTEMBER 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more.

Artificial Intelligence 31

Artificial Intelligence Finance Decision-making Facilitation 31

SBI

NOVEMBER 13, 2019

. “Because we can measure sales rep behavior with near-term sales outcomes like meetings booked and opportunities created as well as revenue generated, teams are able to realize value very quickly. Accelerate Sales Training – Curate your team’s best calls in training libraries for newly hired reps.

Account Planning 24

Account Planning Sales Sales Management Acquisition 24