Sales strategy and sales force effectiveness
- March 07, 2017
It's time for sales and service departments to become better connected. Businesses are just beginning to skim the surface of the potential for their integrations.
- February 21, 2017
As CRM chatbots improve, as well as IoT implementations to support customer service, SAP users find new uses for the tech, thanks to tighter integration to S/4HANA.
- January 03, 2017
Predictive analytics, voice-activated devices and artificial intelligence will take shape as significant technology trends in 2017. Some still await further maturity.
- November 29, 2016
HubSpot CEO Brian Halligan recently outlined research on how the sales cycle has changed: Supply is up, demand is down and the cold call is dead.
- November 18, 2016
Sales managers are constantly trying to squeeze more revenue out of sales reps, but these tactics can be counterproductive.
- May 25, 2016
OHL, a global supply chain management company, grew sales with successful collaboration between sales teams and marketers.
- July 24, 2015
Oracle updates its Sales Cloud to increase sales; Infer announces new lead gen product; and Xactly Strategic Services aims to drive workforce management.
- June 08, 2015
A handful of companies are giving reps analytics tools to chase down promising leads, diagnose sales performance and forecast business opportunities.
- May 08, 2015
Ken Kelly didn't plan on taking over his father's company. But a few classes in Microsoft Office paved the way to a multimillion-dollar small business.
- May 07, 2015
A startup that launched to great fanfare and venture capital attention started to crumble less than two years later. How did the CEO pick up the pieces?
- March 02, 2015
Mark Roberge, chief revenue officer at HubSpot, uses serious data analysis when hiring sales staff. But science doesn't crowd out instinct.
- January 20, 2015
Russ Hearl built a sales team from three 'lone wolves' to a fleet of 40-plus reps. How? By taking a Henry Ford approach to sales management strategy.
- November 13, 2014
Marketing departments used to dump junk customer leads in the lap of sales, then wash their hands of the sales process. Today, that won't cut it.
- November 05, 2014
A new study has revealed that, in jobs that include incentives as part of pay, women make less than men despite better performance.
- October 03, 2014
Collaboration software company Atlassian acquired 40,000 customers -- with no sales team. It uses self-service to hack into the traditional sales model.