Sales Enablement

Leveraging Data For Effective Outbound Sales Prospecting

A growing company uses multiple channels to generate leads. The marketing team generates leads using inbound methods, for example, and the sales team generates leads using outbound prospecting (cold calling).

September 16, 2016
Written by Senraj Soundar, ConnectLeader

Prioritize Mobilizer Customers To Win Deals

Driving B2B sales requires identifying the right customers within an organization, an age-old marketing and sales challenge. With 6.8 stakeholders involved in an average B2B purchase, according to CEB, doing that can be difficult.

September 14, 2016
Written by Carol Krol

Perpetual Demand Gen: Transcending The ABM Vs. Demand Gen Dialogue

Have marketers “flipped” their lids over account-based marketing (ABM)? It’s a timely question.

September 12, 2016
Written by Adam B. Needles, Annuitas

Infer Partners With Microsoft Power BI To Offer Predictive, Behavioral Data Visualization

Infer, a predictive sales and marketing platform, unveiled a new analytics package for Microsoft Power BI which, the company states, enables users to incorporate predictive and behavioral lead scores into their business intelligence solution. This can provide users deeper insight into potential opportunities currently sitting stagnant in their pipeline, according…

September 7, 2016
Written by Brian Anderson

Common Challenges Of B2B Sales Coaching

About three-quarters of B2B companies say coaching is the most important role that sales managers play, according to research from Forbes Insights and Brainshark. But that doesn’t mean coaching is actually taking place. Often, B2B sales managers do not have the time or resources to effectively coach and enable their…

Salesforce Unveils Inbox Calendar Tool, Brings CRM Data To Mobile Inboxes, Calendars

Salesforce has launched Salesforce Inbox Calendar, a tool which the company said will bring CRM data on known prospects into the user’s mobile calendar. The tool will be available in October 2016 and supports email service providers Gmail and Outlook, according to the company.

August 15, 2016
Written by Brian Anderson

7 Steps To A High-Converting Marketing Funnel

In order to continue meeting revenue goals, B2B organizations must have a streamlined funnel that consistently leads prospective customers down the right paths in their buying journey. This infographic from Eliv8 highlights a seven-step process for creating an automated marketing funnel that can attract and convert customers.