January 04, 2016 09:28 AM
“Sales productivity is a giant issue for chief executives and boardrooms everywhere,” says Joe Gustafson, CEO of Brainshark. And he’s right. In fact, according to a recent Forbes Insights research report, 71% of C-level execs believe sales productivity is CRITICAL to achieving growth.
Gustafson also comments on the fact that less than half of the deals that sales reps tell their bosses they will commit to, end up closing. “So you actually have a better chance of ...
December 30, 2015 11:23 AM
News broke late in the year of Salesforce’s intent to acquire six-year-old CPQ (configure, price, quote) provider SteelBrick. This is big news for both companies, and yet another signal that sales productivity is a major priority for both tech providers and buyers alike.
It’s certainly one of the key areas of focus for the C-Suite, with 71% of C-level executives citing sales productivity as critical to achieving their growth goals (as stated in a recent Forbes Insights report). ...
December 28, 2015 12:29 PM
“The big problem with sales productivity stems from [the fact that] sales reps just can’t have that high value conversation with customers.” In this short video, Joe Gustafson offers five things that companies can do to address that problem, and prepare reps to engage in the kinds of conversations that prospects and customers expect.
December 21, 2015 09:09 AM
As the B2B sales landscape continues to evolve, companies are doing more and more research on trends to encourage and inform strategic planning for the future. In looking at some of the stats that have been touted this year, there are several implications for sales organizations in 2016.
Here are ten sales stats, accompanied by key takeaways, to keep in mind in the New Year:
#1. Leads responded to within 5 minutes are 100x more likely to be qualified; waiting just 10 minutes drops that...
December 14, 2015 09:27 AM
“Don’t ask the salespeople to become librarians. Put the content on the table—they shouldn’t have to look for it. A rep needs to be able to find the right content—right when he or she needs it.”
These are the words of Steve Diorio, Chief Analyst for Forbes CMO Practice and contributor to the recent research report, The Power of Enablement: Bridging the Sales Productivity Gap. The report details the investments that leading companies make to improve sa...