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CommercialTribe: Transforming The Sales Tech Landscape

Posted by Sharmini Berwick
3/3/17 12:09 PM

 

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Topics: Sales Enablement, Marketing, Company News, Development, CommercialTribe, sales coaching

The 2017 Startup Sales Stack Report

Posted by Sharmini Berwick
2/26/17 8:00 AM

 

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Topics: Sales Enablement, Marketing, Company News, Development, CommercialTribe, sales coaching

What The Sales World Can Be Thankful for This Year

Posted by Gavin Matthews
11/30/15 12:57 PM

In the sales world, Thanksgiving usually means one thing: there is just one month left to close Q4 deals! With the pressure to generate year-end business, the functions surrounding sales generally get little time to give thanks and celebrate a year’s worth of accomplishments.

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Topics: Sales Enablement, Marketing, Sales Leadership

Why Invest in a 3rd Party Sales Message?

Posted by Gavin Matthews
7/15/15 4:31 PM

More and more companies are today realizing the value of good messaging. What reps say at the moment of truth has always been considered more art than science. 

The need is heightened when you must navigate a complex sales process with multiple products and services to win. If your reps are more often consultants than “order takers,” and your messaging is stale, ineffective, or undefined, it may be time to invest in a 3rd party message development program.

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Topics: Marketing, Message Adoption

Marketing Will Help Save the B2B Sales Rep

Posted by Gavin Matthews
5/29/15 1:27 PM

Earlier this month, we covered the SiriusDecisions Summit, a convergence of sales and marketing that introduced new research on the buying process. Whether you focus on Sales or Marketing, the renewed importance of the rep was center stage, with new research by SiriusDecisions dispelling the myth that digital buying behaviors have taken full control of the buying process. 

So how does Marketing fit in?

 

 

 

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Topics: Marketing, Product or Service Introduction, Sales Leadership

The Rep Strikes Back – The 2015 SiriusDecisions Summit

Posted by Jonathan Palay
5/18/15 6:04 AM


The sales rep has taken it on the chin as of late. Conventional wisdom suggests that the role of the rep isn’t quite as important as it used to be.

In this digital age of social media, catchy sound bites like these get amplified. But at the 2015 Summit on Thursday, SiriusDecisions said, "not so fast." Of course, digital buying behaviors are changing the buyer journey, but maybe not in the way you’ve thought.

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Topics: Marketing, Product or Service Introduction, Sales Leadership

Four Can’t-Miss Sessions from the SiriusDecisions Summit 2015

Posted by Gavin Matthews
5/8/15 9:50 AM

The SiriusDecisions Summit 2015 is rapidly approaching, and thousands of sales and marketing leaders are preparing for a week in Nashville. While many conferences explore the future of sales or marketing, few combine these perspectives into one cohesive event. Over the past ten years of the Summit, SiriusDecisions has evolved the topics, arriving on an age-old but still thought-provoking theme: aligning sales and marketing in the B2B space.

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Topics: Marketing, Message Adoption

Jumpstarting a Stalled Product Launch

Posted by Gavin Matthews
4/13/15 10:54 AM

Recently, we spoke with a company with what appears to be a common problem. Working together, their Sales and Marketing teams designed a new product launch and set realistic expectations and goals for its success. Collateral and messaging reached the sales team, and launch plans were in place for months. Yet, when the new product went to market, the launch didn’t meet expectations.

 

Months later, the company decided to reintroduce the product with a new approach.

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Topics: Marketing, Product or Service Introduction

6 Reasons Your Product Introduction Process is Failing

Posted by Gavin Matthews
4/2/15 2:40 PM

If your growth strategy requires the introduction of new products and services and/or enhancements to existing lines, you need a well thought out product introduction process.  On the surface, it seems simple enough to update the sales team and expect they will effectively deliver the message into the market.

If it's so easy, then why do so many new product launches miss the mark?

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Topics: Marketing, Product or Service Introduction

It’s Time to End the Sales and Marketing Scrimmage

Posted by Gavin Matthews
2/27/15 10:02 AM

It’s no secret that Sales and Marketing don’t always get along...

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Topics: Marketing, Message Adoption


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