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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

3 Pain Points Of Front-Line Sales Managers

3 Pain Points Of Front-Line Sales Managers

It happens all the time — in search of a new front-line sales manager, leadership looks to the high performers on the sales team and promotes the best to the new management position. After all, a great sales representative is the perfect person to lead a team of sales reps,…
Executing Account-Based Marketing Plays: Four Steps To Success

Executing Account-Based Marketing Plays: Four Steps To Success

Taking an account-based approach to customer acquisition isn’t simply a marketing initiative —it’s a business strategy that crosses multiple teams and tactics. To put it simply, the more developed your account-based strategy is, the more involved other teams in the organization become. This allows you to deploy more robust sales…
Why Machine Learning Matters To B2B Companies

Why Machine Learning Matters To B2B Companies

B2C companies use machine learning for a wide range of use cases ranging from personalized recommendations, intelligent chatbots and hyperlocal advertising, just to name a few. While the number of B2C companies using machine learning is skyrocketing, adoption by B2B companies has yet to take off. It’s time for B2B companies to…
Selling New Products Is A Matter Of Will Or Skill

Selling New Products Is A Matter Of Will Or Skill

Many chief sales officers (CSOs) struggle to get their sellers to effectively and productively sell new products. It may seem like the problem is caused by sales development issues or a lack of cross-selling opportunities, but those are only symptoms of the problem. Assuming the issue is not the product…
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