sales enablement

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Current Malpractice Handicaps Social Selling’s Potential

Mary Shea August 5, 2019
We first published research on social selling in 2016, and B2B sellers continue to flock to various networks to interact with their customers and prospects. Social provides the opportunity for authentic connections, mutually beneficial professional relationships, and positive business outcomes for both buyers and sellers. But sellers’ inconsistent and boorish behaviors and a lack of […]
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The Future Of Sales Enablement Is The C-Suite

Mary Shea April 30, 2019
Sales enablement is poised to be a formidable engine of growth in the years to come. Watch the video below to see Principal Analyst Mary Shea lay out her vision of the future of sales enablement, and read her full report, “The Future Of Sales Enablement Is The C-Suite,” to learn what all this means […]
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Partner Relationship Management (PRM) Comes Of Age

Jay McBain November 2, 2018
Maturing Into A Horizontal Channel Management Platform Aligned With CRM and Marketing Automation Channel and alliance leaders are known to be good jugglers. With the average partner program containing over 90 distinct components, encouraging channel growth while mediating conflict is a complex undertaking. Partner relationship management (PRM) connects the dots between partner planning, recruitment, onboarding, […]
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The GDPR And The B2B Seller: Keep Calm And Sell On

Mary Shea August 27, 2018
The European Union’s General Data Protection Regulation (GDPR) went into effect on May 25, 2018. It’s been a few months, and the repercussions are yet to be fully realized, leaving practitioners anxious and wondering if they have fully prepared. So far, GDPR compliance efforts have largely targeted customer data management, digital marketing, and security. However, […]
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ABM’s Next Chapter: Account-Based Engagement

Laura Ramos July 10, 2018
Can we address the elephant in the room? Account-based marketing (ABM) is not just about marketing. It’s about accounts — and how to win, serve, and retain them better than your competition. In our new research on the state of ABM, we found that B2B marketers are enjoying more measurable, substantial results from their account-based efforts this […]
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ABM's Next Chapter: Account-Based Engagement

Laura Ramos July 10, 2018
Can we address the elephant in the room? Account-based marketing (ABM) is not just about marketing. It’s about accounts — and how to win, serve, and retain them better than your competition. In our new research on the state of ABM, we found that B2B marketers are enjoying more measurable, substantial results from their account-based efforts this […]
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ABM: Just Another Name For Go-To-Market Planning And Execution?

Laura Ramos April 17, 2018
Top B2B marketing leaders think carefully and thoroughly about which markets represent the best fit for their offerings. Account-based marketing (ABM) is the most recent embodiment of this practice – what is generally called go-to-market strategy. Old timers (like me!) hear the ABM hoopla and think “wasn’t this called major* account management 10 years ago?” […]
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SAP Acquires Callidus Software For $2.4 Billion

John Bruno January 30, 2018
The definition of CRM has changed. Yes, that is a big statement to make, but it’s an important one. CRM grew from a customer data repository into functional applications, first with sales automation and then to support customer service and marketing. Today’s enterprise software vendors cannot rest on “core” CRM functionality; their buyers demand a […]
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PODCAST

The Death Of A (B2B) Salesman

What It Means May 11, 2017
Forrester Vice President and Principal Analyst Andy Hoar discusses the large-scale displacement of B2B sales reps by 2020, triggered by the powerful combination of empowered customers and digital technologies.
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