Keys to Sales Success: Tips to Take Your Content to the Next Level

In recent years, content campaigns have emerged as essential components of marketing strategies that support B2B sales. Indeed, CMI and MarketingProf’s North American benchmark report for 2019 cited content creation as a growing concern for marketers, with a full 56% of surveyed marketing professionals reporting major content creation budget hikes over the last year. Similarly, […]

B2B sales 2020 Sage

The top B2B Marketing objectives for 2020 are sales objectives


Each fall, B2B marketers assess the performance of their prior year’s marketing program and plan for the year ahead. They look at past performance metrics, business goals, competitor initiatives, industry trends, and areas of improvement. The 2020 B2B Marketing Mix Report, published annually by Sagefrog Marketing Group, surveys B2B marketing professionals to uncover the top […]

TrustRadius 2010 B2B Buyer Disconnect

TrustRadius study shows spike in Millennial buyers and a lot of single decision-maker purchasing

The majority of B2B buying committees are now made up of Millennials, and 49 per cent of buyers never actually talk to a vendor’s sales rep, according to a research report from TrustRadius released this week. In its 2020 version of its B2B Buyer Disconnect study, which is based on a survey of more than […]

InsideSales.com Xant rebrand

InsideSales rebrands as Xant to demonstrate focus on transformative AI

InsideSales.com on Monday announced it was changing its name to Xant as part of a marketing campaign that will include a webinar this Thursday to discuss what it calls ‘the new face of sales engagement.” Based in Utah, InsideSales is best known for offering cloud-based tools that assist with sales, marketing and account management. The […]

LeadMD sales and marketing alignment

LeadMD develops Sales and Marketing Alignment Index based on first-party research

Performance marketing consultancy LeadMD is using data it collected as part of a survey conducted in partnership with Drift to create what it calls a Sales and Marketing Alignment Index that will benchmark how well B2B teams are working together and offer ideas for improvement. The report, which was released on Monday, is based on […]

Seismic sales enablement 2019

Seismic study shows only 29 per cent of B2B firms can measure influence of content assets on sales

Brands often cite the importance of content in driving sales, but less than 30 per cent of B2B firms are tracking which marketing assets influenced the close of deal, according to a survey commissioned by Seismic. According to the firm’s State of Sales Enablement 2019, which was conducted for Seismic by Forrester Consulting and based […]

B2B sales research confirms buyers are overwhelmed and front-line managers are unprepared

Eighty per cent of B2B sales reps who help filter information and ease the decision-making process for customers close high-quality, low-regret deals, according to a report from research firm Gartner. Based on a survey of more than 1,000 B2B buyers, the Stamford, Conn.-based company’s report suggested that quantity and even accuracy of information is not […]

Pipedrive AI CRM

Pipedrive aims at enteprise sales teams with updated plans, AI-based assistant and learning portal

Pipedrive on Wednesday is launching an updated CRM suite that includes a virtual assist based on artificial intelligence, along with an online education platform and an enterprise plan in a bid to show it can serve larger organizations. Based in New York, Pipedrive’s latest release adds a slew of other features such as the ability […]

Oureach emojis B2B e-mail sales

Outreach data scientists put emojis in B2B e-mail subject lines to the test, and . . .

Adding little clocks or other emojis before and after B2B e-mail subject lines like “Quick call next week” have a negative impact on reply rates, according to tests conducted by sales enablement firm Outreach. Using seven different variations featuring emojis that were subject to an A/B split, Outreach found an overall 42 per cent decline […]

DiscoverOrg purchasing power survey

Marketing comes third in departmental tech budget spending, DiscoverOrg survey shows

The number and diversity of “salestech” products and services may be dwarfed by those on the martech side, but a research study from DiscoverOrg shows that’s where the bulk of budgets allocated to tech will be going this year. In its inaugural Purchasing Power Survey, Vancouver, Wash.-based DiscoverOrg commissioned Wakefield Research to ask approximately 500 […]

Showpad CPO

Showpad CPO promises to bring better coaching and a unified experience to sales managers

Showpad CPO Louis Jonckheere says the launch of the firm’s unified Sales Enablement Platform will help one of the least-supported in the enterprise to offer “coaching at scale” with training tools, easier administration and more. The Chicago-based firm’s release comes only nine months after it spent $50 million to acquire LearnCore, a provider of coaching […]

Miller Heiman Group 2019 sales data

Miller Heiman Group stats show B2B sales execs lean on renewals vs. improving team performance

B2B sales people are closing less than half of the deals they forecast and firms are relying on renewals from existing accounts to make up average of 70 per cent of revenues, according to a survey from Miller Heiman Group. The Chicago-based training firm’s CSO Insights team recently released its annual report, Selling in a […]

Conversica Valentine's Day Sales and Marketing Report

Conversica survey suggests AI could spark love between B2B sales and marketing teams

Ninety-three per cent of sales professionals and 87 per cent of marketers believe virtual assistants powered by artificial intelligence technologies could improve cross-functional relationships, according to the results of a survey released by Conversica. The Valentine’s Day Sales and Marketing Report is based on responses from approximately 1,000 U.S.-based sales and marketing professionals and explored […]

CROs tech skills

What the democratization of learning means for Chief Revenue Officers and their teams

Chief revenue officers may have all the career experience they need to hire a sales manager, but judging the skills of a software developer may be a bit of a stretch. Of course, most CROs probably don’t oversee teams of programmers today, but the increasingly data-driven nature of sales means they could be pulled into […]