The 6 Surprising KPIs Every Sales Coach Needs to Track By Sam Hillestad, Product Marketing Many of the metrics sales coaches use are obvious. There’s a good reason for those metrics, but they only paint part of the picture. Without smarter KPIs, it’s hard to see which reps are succeeding, which reps need coaching, and how. This is a big problem, because: You can’t help a struggling rep if you don’t know what they’re doing wrong If those reps don’t rep, your team won’t hit quota Top reps might leave; The sales coach will be left with the blame In our work with customers like Cisco, A ..read more

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more.  Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Ariel: Every aspect of sales is becoming remote, and even many Sales Kickoffs that were planned to be in person are now being moved to r ..read more

Second Nature Launches AI-Powered Interactive Sales Coaching Solution with $12.5M Investment Zoom among the companies successfully using the immersive AI simulations to impact sales Tel Aviv, Israel, January 12, 2021 Second Nature, the automated AI-powered sales coaching solution, today announced the company’s launch alongside a $12.5M Series A round of investment by signals Venture Capital, StageOne Ventures, Cardumen Capital, and Zoom Video Communications, Inc. via the Zoom Apps Fund. With the closing of this round, the total capital raised by Second Nature stands at $15.5M. The com ..read more

By Filip Witkowski, Crescendo 5 Reasons Sales Enablement is Critical for 2022 Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel. Nowadays, the most significant sales departments rely on CRM or SFA systems, allowing them to scale sales.  However, in the last few years, the business world has encountered yet another group of IT systems, revolutionizing the developm ..read more

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams Mediafly & InsightSquared join forces to help revenue teams improve forecast accuracy, enhance buyer engagement and increase revenue production CHICAGO – December 15, 2021 Mediafly, a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared, a leader in revenue intelligence, forecasting and analytics. The combined revenue enablement and i ..read more

Six Essential Skills for Responding to Sales Objections By Randy DeHaan, Director of Sales, Chorus.ai Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows.  It could be a matter of pricing or a lack of faith that your product will meet their needs. Maybe they want something you don’t currently offer, or they’re in the process of taking their business to one of your competitors. They might worry about how to convince their internal team that your offering is valuabl ..read more

SalesTech Video Review: Qstream Qstream is the best microlearning platform for a remote sales environment that’s scientifically proven to improve sales  performance. The platform lets you deliver knowledge through a personalized mobile app  then reinforces the information automatically over time based on each rep’s knowledge gaps. It can be deployed quickly – meaning you can impact near-term results. Best Microlearning for Sales Teams LEARN MORE ..read more

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. Here’s my interview with Lee Mayfield of Presentek  which offers a sales enablement solution called Flipdeck along with Flipdeck Collections Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote ..read more

Scratchpad Introduces the First Workspace Commenting System San Mateo, California – Oct 13, 2021 Scratchpad, Inc., pioneer and leader of the workspace for revenue teams, today announced the immediate availability of the first workspace commenting system designed and built for sales organizations. Scratchpad’s workspace commenting system eliminates the daunting process of searching for data and messages in Slack and Chatter, while providing the freedom to switch between messaging apps, Salesforce, calendar, email, notes, docs, and sheets. Scratchpad Workspace Commenting In high-perf ..read more

SalesTech Video Review: Enterprise ABM Enables Coordination Across all Marketing MRP’s enterprise ABM platform can handle multiple lines of businesses that operate or sell in many different geographic regions – simplifying the complexity of an enterprise ABM strategy.  Enterprise ABM also requires a greater number of systems and sources of data to be integrated. MRP Prelytix is purpose-built to simplify the complexity of your operating environment, enabling account-based programs that are coordinated with your existing marketing programs, across all your global marketing initiatives ..read more