Sales strategy and sales force effectiveness News
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.
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A sales funnel, also called a purchase funnel, is the visual representation of the customer journey, depicting the sales process from awareness to action. Continue Reading
Consumer packaged goods (CPG) is an industry term for merchandise that customers use up and replace on a frequent basis. Continue Reading
A sales forecast is a projection of achievable revenue. The terms sales forecast and sales budgets are sometimes used as synonyms, but budgets are projected before the fiscal year begins and forecasts take place once the fiscal year is underway. Continue Reading
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As the market continues to undergo a series of major mergers and acquisitions, some observers say to expect more technology M&A in 2017. Continue Reading
Enterprise AI and market consolidation will continue to cast their shadows unabated in 2017. Continue Reading
Salesforce CPQ enables companies to automate and streamline pricing. Here's why that may be beneficial for your organization, as well as a couple of challenges to note. Continue Reading
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Companies that want to grow often focus on the wrong tactics in a sales management strategy. Here are four myths on selling -- busted by Armando Mann of SalesforceIQ. Continue Reading
Multiple layers of software tools and business processes are needed to ensure that sales performance serves a company's strategic goals -- and the bottom line. Continue Reading
Once upon a time, marketing and sales departments considered customer data analytics capabilities a nice-to-have but not very well understood shiny new toy. That's all changed. Today's highly competitive marketplace demands that successful companies... Continue Reading
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Like other products, Salesforce Wave promises to make it easy to stitch together data silos. Is data integration as easy as it sounds? An expert offers some insight. Continue Reading
Sales practices at Houghton Mifflin Harcourt were all over the place just a few years ago. But unifying teams and digitizing processes helped the publisher gain visibility into customer data. Continue Reading
Kelly Roofing turned to Microsoft Dynamics to increase communications among salespeople and the back office -- and improve customer service. Continue Reading