Latest insights

How do you measure sales success? By definition, it’s the confirmation that a prospect allowed a seller to address their needs. This leads to an even bigger question. How do companies achieve field sales success? Before the internet leveled the playing field in terms of knowing about products and companies, many salespeople saw field sales success as an individual accomplishment. Sales teams and companies supported that notion, as competition between agents meant bigger revenue for themselves. They stoked the competitive fire by offering awards and

Surprisingly, what was once a frantic response to the pandemic has shifted into the preferred way of doing business among B2B buyers and sellers. Hybrid selling, propelled by state-of-the-art sales tech, is on track to become the “most dominant sales strategy” by 2024. With the surge of remote activities, many digital tools reached peak popularity. According to a recent

Companies usually task their sales team members with targets they need to meet by the end of a term. These quotas can go up or down depending on the previous period’s performance and current market conditions. When leads fail to prepare their sales team with clear strategies to acquire new clients, those quotas rarely get met. In contrast, a well-equipped team that understands the market won’t just hit their targets – they’ll exceed them.

Information is power. Nowhere is this more apparent than in measuring the success of your sales team. Many companies leverage sales data to analyze their past performance and predict their future success. Meanwhile, other firms specialize in gathering customer insights to create highly customized campaigns and programs. Companies used to depend entirely on the

Technology has driven the sales industry to new heights. From landlines to cell phones, cold calling to data-driven leads, and manual data entry to automated CRMs, we’ve come a long way. Not only is technology playing a bigger role in every touchpoint of the sales process, but it has restructured the sales approach entirely. This is because sales technology allows reps to personalize their approach and close deals at the most opportune time. It minimizes time and resources wasted on poor leads. In this guide, we will analyze the impact of digitization on the industry by looking

To say that the pandemic caused a seismic shift in how the world does business is an understatement. In particular, the B2B market learned firsthand that surviving the COVID-19 landscape meant moving away from conventional field sales methods. This includes embracing eCommerce, even at the expense of in-person interactions. Surprisingly, B2B buyers made it clear they prefer to make deals digitally. What’s even more surprising is that

Now that employees have experienced remote working, many don’t want to return to the office, leading companies to opt for hybrid work. As a result of the pandemic, employees are more willing to leave a job should they be unhappy, prompting employers to ensure they cultivate an optimal working environment to retain top talent in 2022 and beyond. Sarah Rice, chief people officer at Skynamo says that this boils down to balancing culture whilst navigating a new way of working to bolster employee happiness, productivity, and overall company

Sales can be volatile, particularly in today’s economy. The cost of stock and its availability can change swiftly, which makes it difficult for sales teams in the trenches to close deals or deliver the promised goods. If your B2B field sales reps don’t have access to the latest pricing data or inventory lists, they risk misquoting customers with far-reaching results. Aside from the inconvenience felt in your sales team, it could actually result in cancelled orders, a decline in

Data-driven insights help companies make more informed decisions. B2B guided selling gives businesses the ability to synthesize, connect and enrich disparate data sources and helps to build a more complete picture of how buyers behave. This allows sellers to identify needs, predict behaviors, and close more sales. Business-to-business (B2B) companies often have vast data about their products, customers, and sales, but they don’t always know how to make sense of that data and draw actionable insights from it. This can be a daunting task in terms of tools and knowledge required.

In today’s fast-paced world, the automation of manufacturing and industrial processes is accelerating. Businesses that fail to digitize their sales operations risk falling behind competitors—and, more importantly, compromising their customer relationships. We go through the Dire Consequences of Not Adopting Sales Technology in this blog. Why Technology Matters for Customer