What is your sales organization’s level of confidence in your CRM data? Less than one-quarter (24%) of all respondents in our 2019 World-Class Sales Practices Study indicated that their sales organization is “highly confident” in their CRM data. (Click to tweet) This has not changed...
As investment in sales technology continues to rise, organizations still struggle with adoption. In last week’s blog, we discussed how organizations can get the most out of their sales tech tools. Today we continue the focus on sales technology and look at how sales leaders...
Are you getting the most out of your investment in sales tools? On average, today’s sales organizations are using 10 different sales tools, with four or more additional tools planned in the next 12 months. (Click to tweet) (2018 Sales Operations Optimization Study) However, most...
In a recent blog, I discussed three quick checkpoints to assess the "state of your forecast process." The focus was on process considerations when looking to invest in technology. Today I'd like to discuss the technology side of things and how sales and sales operations...
On Tuesday, Seleste Lunsford shared some of the findings on sales technology in our 2018 Sales Operations Optimization Study. One of her recommendations is to not underestimate the role of sales enablement when it comes to reinforcement and adoption of technology.Adoption rates of sales processes...
There are a number of sales technology roadmaps that do a good job of trying to document the abundance of sales technology providers in the marketplace. It is no simple task, as the number of such tools and organizations grows by the day. And, as...
This was my first time attending Dreamforce. Everyone told me how big and overwhelming it was going to be, and it didn’t disappoint. But, in the midst of all the scheduled meetings, keynote presentations, and expo wanderings, something terrific happened. I found some new tech...
Imagine you had to create a new gear-changing module for a car. Would you develop it without considering how it interacts with the engine and the brakes? No, you would collaborate early on with your colleagues who work on these components to ensure that a...
Think about building a winning F1 race car. What is a racing team’s approach to building a winning F1 race car? They probably check the current F1 rules to see what has changed. They might also analyze the requirements of various racetracks. And then they...
Whenever you make an investment in sales productivity and performance, you want to achieve better business results at the end of the day. Investing in enablement technology is foundational; as a productivity boost, it is a prerequisite to improving performance. Ideally, enablement technology builds on...