Check out our latest blog inspired by James Mathewson and Phyllis Davidson's SiriusDecisions Summit presentation on content strategy and operations.
At SiriusDecisions Summit in Austin, we heard James Mathewson and Phyllis Davidson give a great presentation on content strategy and operations with a keen focus on the ownership of content taxonomy within the enterprise.
Buyers are doing more research than ever before interacting with vendors. Become "customer obsessed" or risk getting left behind.
You hear it day-in and day-out from companies of all sizes and industries: “We are highly focused on our quality of customer service. Customer experience is something we take pride in.” It’s one thing to preach this, and it’s quite another to practice it.
“Deliver dynamic relevance in real time. Successful reps share more relevant info sooner and much more frequently than their peers. AI comes to the forefront to help deliver dynamic relevance to everyone.”
– Isabel Montesdeoca, Service Director for Demand Marketing at SiriusDecisions
“Our research reinforces that finding every day. Alignment matters — it is a team sport. You can have an amazing product, but if you don’t have the right go-to-market processes or systems, you can’t bring it to market… Alignment requires chemistry; it’s not good enough to be good. It takes every team in the revenue engine to be good together to outperform.”
– Marisa Kopec, VP of Innovation and Product Management
“An employee’s job is not done when they hit the boundary of another department, but when the customer gets what they need.”
– Peter Ostrow, Senior Research Director of Sales Enablement Strategies for SiriusDecision
“What these trends point to is high-performing B2B organizations are going to be those that have clarity of what they’re doing and why. They apply smart applications of technology throughout their organizations… and do so with creativity and humanity.”
You only get one chance to implement a sales enablement solution the first time. Read why retrospective content analysis can make sure you get it right.
Implementing a Sales Enablement solution can be a heavy lift for any revenue team. Oftentimes, it presents a good opportunity for Marketing to do a bit of spring cleaning—retiring old or redundant content, and re-energizing materials that are still relevant as they migrate from their status quo solution to the new SE solution. (more…)
Sales Performance Management has historically been centered around financial results. Find out why activity results give a better picture of rep success.
Progression of Sales Performance Management Through Time
Currently, there is still a strong focus in SPM on financial results. In other words, many of these platforms have been aimed at tracking resulting financial metrics related to quota attainment, revenue generation, etc. And if we reference the historical legacy of the space for a moment, it’s easy to see why this is the case. In the early 1990s, the onset of “Sales Compensation Management” was driven in part by finance departments that “looked to increase their focus, and control, over incentive spend relative to performance.” (more…)
CRM data entry has traditionally come at a steep price for organizations. Intelligent analytics have changed what is now possible to streamline the process.
Brief History of Buyer Engagement Tracking
In the early 2000’s, CRM SaaS offerings began to gain traction with Salesfore.com leading the charge. Now, nearly 20 years later, CRM systems have transitioned from a “nice-to-have” to an essential element of any enterprise sales tech stack.
Not sure if SiriusDecisions Summit is something that would be beneficial for you? Read this blog to learn what to expect from May's big event for B2B Leaders!
Every May #SDSummit sweeps sales enablement internet channels and conversations. So what is it? How will it help your business and why should you physically go? We’ve put together this blog to help you evaluate whether you should attend.
Read our overview of SiriusDecisions’ six planning assumptions designed to enhance your organization’s sales-enablement efforts in 2019.
To assist in the planning efforts of b-to-b sales leaders, SiriusDecisions creates fact based, research-driven Planning Assumptions guides every year. If you’re a sales-enablement leader, you’ll want to take some time to download and read their latest guide, Sales Enablement: Planning Assumptions 2019.