Sales Productivity

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Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12

Anthony McPartlin July 21, 2022
B2B organisations face a range of macroeconomic uncertainties as they head into the second half of 2022 that pose risk to growth and profitability objectives. While you may not have control over these changing conditions, you can determine your own path through them to ensure that you thrive rather than just survive. Forrester’s B2B Summit […]
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The B2B Sales Leader’s Strategy Guide For Economic Downturns

Nancy Maluso July 12, 2022
Discover actions you can take now to position your organization for a fast recovery.

Sales Activity Study

Identify productivity roadblocks for your sales reps and start paving the way to greater efficiency.

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Sales Enablement Technology Decisions Just Got Easier: Introducing The Now Tech Report For 2022

Peter Ostrow June 23, 2022
Sales enablement automation (SEA) solutions equip sellers with personalized training and content to effectively engage with and meet the expectations of increasingly digital-first buyers. Over the past decade, these solutions have evolved and empowered B2B revenue teams to: Optimize sales processes. Break down organizational silos. Shorten time-to-competency. Measure the impact of enablement programs. These technologies […]
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Actionable Insights And Metrics That Unlock Channel Sales Growth

Stephanie Sissler June 22, 2022
Importance Of Channel Sales Metrics Today, actionable insights are the backbone of channel sales organizations. Collecting the right data and transforming it into actionable insights enables channel sales leaders to spot risks, find opportunities for growth, and make smarter decisions. In other words, tracking the right metrics could mean the difference between hitting your channel […]
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Time For Sellers To Exit The Activity Capture Game

Seth Marrs May 27, 2022
New tools that automate data capture from buyer-seller interactions will unlock a plethora of benefits for sales organizations.
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The Great Sales Content Disconnect

Jennifer Bullock April 20, 2022
Today, both sellers and buyers are forced to navigate a perfect storm of content, as the average number of interactions per B2B buying cycle has jumped 54% over the past two years and reps have an average of 1,400 sales assets to choose from. While reps now have more tools to leverage than ever before […]
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Sales Leaders Can Improve Sales Productivity By Focusing On Four Wellness Steps

Nancy Maluso April 20, 2022
Sales leaders want to continuously improve sales productivity. What many may not realize is that high seller engagement and wellness directly correlate with higher productivity. However, evidence from Forrester’s Q3 2020 US Future Of Work Survey shows that B2B sellers feel fatigued, less engaged, and more frustrated at work compared with other B2B professionals. This […]

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Hear what it takes to achieve and sustain success from top B2B sales leaders.

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Can You Handle The Truth? Why Popular Myths Are Holding B2B Sales Back

Phil Harrell March 22, 2022
It's time to relinquish outdated beliefs and embrace data and insights.
Video

Awesome Sales Enablement Customer Quotes: The Sequel

Peter Ostrow March 6, 2022

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Why Don’t Sales Leaders Care More About Seller Insights?

Seth Marrs March 1, 2022
Advanced analytics are changing sports as teams collect data that provides insights about the opposing team, its players, and in-game opportunities. These insights only work, however, if the players take advantage of them during the game — in the moment. The three-point shot in the NBA is a great example. Obviously, scoring three points is […]
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Insights Are The Key To Unlocking New Levels Of Sales Productivity

Phil Harrell February 25, 2022
A systematic approach to selling that relies on insights — rather than individual heroics — can help increase sales productivity and ensure all reps achieve quota.
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Three Keys To Effective Coaching To Increase Sales Productivity

Phil Harrell February 18, 2022
Sales leaders should hold their sales managers accountable for providing consistent coaching to reps because it has a significant impact on sales productivity and performance. Sixty-five percent of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more of their time coaching. Today, CEOs and investors prioritize scalable […]
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Increase Sales Productivity With Effective New-Hire Onboarding

Phil Harrell February 9, 2022
Onboard New Reps Fast To Avoid Missing Out On Revenue Onboarding new reps quickly is key to achieving annual revenue and quota goals. To do this, sales executives should develop a best-in-class onboarding program by utilizing three core principles: Establish what the sales organization will do to help reps gain competencies. Outline what new hires can […]
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Sales Leaders’ Guide To Rolling Out Compensation Plans At Kickoff

Phil Harrell January 20, 2022
Compensation plans that motivate sellers to accomplish corporate objectives are invaluable to sales growth. How sales leaders roll out compensation plans to their sales teams is crucial to gaining buy-in to the plan. Successful rollouts have three key attributes: Transparency Alignment Stakeholder buy-in It is up to the CSO/CRO to communicate the plan and ensure […]
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Four Things Sales Executives Should Do Immediately To Ensure A Fast Start To 2022

Phil Harrell January 13, 2022
A sluggish January can be difficult to recover from. Use these insights to start the year on the right foot.
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Four Steps Sales Leaders Should Take To Make The Right Sales Tech Investments In 2022

Phil Harrell January 7, 2022
Sales leaders must make the right investments in sales technology if they want to help their sales teams win in 2022. The right sales tech stack can improve sales productivity and broaden rep participation by: Automating administrative tasks for sellers and managers. Collecting valuable customer and seller data. Providing real-time coaching and recommendations. But there […]
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How Sales Leaders Can Generate More Pipeline

Phil Harrell December 21, 2021
“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]
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2021 In Review: A Recap Of The Shifts That Every Sales Leader Should Know About

Phil Harrell December 10, 2021
For sales organizations, the past year brought significant change — and accelerated changes already in motion. Here, we recap some of those shifts and help sales leaders put them in perspective.
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Hey! Don’t Leave An Important Faction Off Your Sales Learning Event Guest List

Jennifer Bullock November 29, 2021
First line sales managers will be working day in and day out with reps. So, to ensure that the knowledge and skills just learned at sales enablement training events stick, it’s critical that you enable FLSMs to coach and inspect their teams and help reps put into practice whatever the newest competency may be.
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Sales Enablement And The Great Resignation — Three Things You Need To Do NOW

Eric Zines November 11, 2021
Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]
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