Category Archives: Sales & Technology

A Quick Guide to Understanding Virtual and Augmented Reality for Sales

By Kieran Wong Virtual reality (VR) and augmented reality (AR) are poised to change the way B2B sales and marketing organizations look at and interact with the world – literally. Last year was considered “Year Zero” of the virtual and augmented … Continue reading

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Three Ways Predictive Analytics Can Help You Achieve Higher Win Rates

By Niveditha Viswanathan Increasingly, sales organizations are adapting to the new, digital, mobile workforce. Almost every enterprise is jumping on the boat that is sailing toward a well-defined mobile and digital strategy. In this new world, data and predictive analytics … Continue reading

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How I Learned to Stop Worrying and Love Predictive Sales Analytics

By Kevin Brooks Predictive analytics is a major topic at industry conferences, but it is poorly understood by most sales leaders. In truth, it is poorly understood by most people, but – as the market for predictive sales analytics continues … Continue reading

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How to Succeed with the Empowered B2B Buyer

Highly informed buyers now educate themselves through a substantial part of the buying journey and expect a new level of partnership and collaboration from their vendors. Here’s smart advice from Forrester analyst Laura Ramos on how to succeed with today’s empowered B2B buyer. Continue reading

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7 Insights You Need to Know from the Sales 2.0 Conference

What did 400 B2B sales leaders learn on the first day of the Sales 2.0 Conference here in San Francisco? Here are seven key insights. Continue reading

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How to Create Perfect Quotes and Proposals

By Madelyn Newman If you’re in sales, you know how important quotes and proposals can be to the sales process; it’s one of the last chances you’ll have to make an impression before the client makes a decision. Creating the … Continue reading

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Three Pillars of Sales Success

If you run a sales organization, you know how difficult it can be to stay on top of technology solutions that will help your salespeople perform better and enable them to have successful conversations with customers. On March 16 at … Continue reading

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“Be Human” (5 Social Selling Tips from the Sales 2.0 Conference)

Thanks to our social media sponsor, EndeavorCPQ, for putting together this recap featuring the best tips for social selling that emerged during the Sales 2.0 Conference in Las Vegas last month! [View the story “5 Social Selling Tips to Get … Continue reading

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The End of Self-Centered Selling

by Mark Roberge In 2007, I was tasked with building a sales team from the ground up at HubSpot. One of the first things I did was set up coffee meetings with dozens of VPs of sales at software companies, … Continue reading

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Leading Change in a Sales Organization

Change isn’t easy under any circumstances, but it can be especially tough for sales leaders to put their organizations on a new and better path. Although everyone in theory wants to improve, trusting change can be tricky. And large-scale change … Continue reading

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