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Revenue Strategies

 

This section highlights news, announcements and advancements in the area of Revenue Performance Management. The B2B market is increasingly subscribing to the “work backwards” approach to predict revenue and better manage the pipeline.



B2B Companies Expand Inside Sales Teams For Efficient, Relevant Lead Follow-Up Print E-mail
Written by Kim Ann Zimmermann, Senior Managing Editor   
Wednesday, 14 January 2015 12:13

insidesalesfeature imageOver the past few years, many B2B organizations have been growing their inside sales teams, spurred by the better conversion rates and lower costs compared to a traditional sales team.

The most recent Inside Sales Market Size Study, conducted by InsideSales.com, revealed that inside sales is growing 7.5%, compared to field sales at only 0.5%. In addition, more than half of B2B sales reps (53%) sell remotely. Based on U.S. Bureau of Labor Statistics data, the number of U.S. non-retail inside sales positions is projected to increase by more than 40,000 per year through 2020.

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Alinean Unveils New ROI Measurement Portal Print E-mail
Wednesday, 31 December 2014 10:14

Alinean logoAlinean, a provider of marketing and sales tools for B2B companies, announced the launch of a new online portal with tools and assessments designed to help marketing and sales teams measure ROI.

The free portal, named I Want My ROI, is positioned to help benchmark spending and performance, while also helping boost business development. Assessment, performance and spending benchmarks will be aggregated and constantly refreshed from the community of users to provide accurate insights.

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Tellwise Unveils Its Sales Acceleration Platform Print E-mail
Friday, 19 December 2014 09:24

tellwise  logoTellwise, a cloud-based sales acceleration technology provider, unveiled a platform designed to automate the sales lead tracking process and enhance engagement between prospective buyers and the sales rep.

The platform, which is integrated with Salesforce, is positioned to combine email, instant messaging, collaboration, and analytics in one location. It is also intended to deliver highly-focused content that relates and resonates with prospective buyers.

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IBM Unveils New E-Commerce Functions For B2B Companies Print E-mail
Wednesday, 26 November 2014 09:00

ibm-logoIBM announced the launch of IBM B2B Commerce, which is positioned to help B2B organizations deploy digital storefronts with no technical skills or expertise.

IBM B2B Commerce is designed to help B2B companies create buying experiences similar to those found on B2C e-Commerce sites.

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Study: B2B Buyers Expect To Make More Purchases Online Print E-mail
Written by Brian Anderson, Associate Editor   
Monday, 17 November 2014 09:56

forrester generic research imageAs the volume of B2B purchases being made online continues to grow, suppliers are expanding their e-Commerce platforms and overall omnichannel capabilities, according to a new study from Forrester Consulting conducted on behalf of Accenture and hybris software.

The study, titled: Building The B2B Omnichannel Commerce Platform Of The Future, revealed that more than half (52%) of B2B buyers expect to make at least half of their purchases online in three years, highlighting the need for B2B organizations to enhance their omnichannel experience.

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B2B Marketers Measuring Campaign Influence For A Better View Of Buyer Behavior Print E-mail
Written by Brian Anderson, Associate Editor   
Wednesday, 12 November 2014 10:38

Campaign-Influence imageAs B2B marketers plan next year’s campaigns, it has become common practice to analyze past campaigns to understand which programs, channels and content are driving pipeline and revenue. However, many B2B marketers still struggle with understanding to what extent individual campaigns have influenced overall buying decisions.

Campaign effectiveness has traditionally been measured by looking at the first and last interaction that the lead had with the company before making a buying decision. As B2B marketers move to a more multi-touch approach, often interactions between the first and last touch go unmeasured.

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Gagein 2.0 Uses Predictive Scoring And Artificial Intelligence To Prioritize Sales Activities Print E-mail
Monday, 20 October 2014 08:34

gagein logoGagein announced the next generation of its sales productivity tools as well as upgrades to its Salesforce edition at Dreamforce.

The application is positioned as a tool that uses artificial intelligence, Big data analysis and predictive algorithms to find actionable sales triggers from online news.

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Brainshark Launches Sales Onboarding Platform Print E-mail
Friday, 17 October 2014 14:24

brainshark logoBrainshark announced the launch of Brainshark Sales Accelerator, a platform designed to boost sales onboarding, training and prospecting to help new sales reps close deals in less time.

The platform, which was unveiled at Dreamforce, is also positioned to help managers analyze the performance of reps and content to help identify how specific content affects sales cycles and coach sales reps more effectively.

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KnowledgeVision Teams With SAVO On Sales Enablement Offering, Adds Salesforce Connector Print E-mail
Friday, 17 October 2014 09:54

KnowledgeVision-SAVO logosKnowledgeVision and SAVO announced at Dreamforce that they have teamed up to offer multimedia enhancements for SAVO Inspire. Designed to help capture the attention of prospects and customers, the solution enables sales reps to incorporate interactive video elements into their presentations and digital conversations.

Available immediately, the solution is positioned to make it easy to create and use video-enabled online presentations as a fundamental part of the sales process. It combines KnowledgeVision’s Knovio apps with SAVO Inspire to help sales and marketing professionals create, send, track and measure personal multimedia communications. Detailed tracking and analytics inform the sender when the postcard is opened and exactly how the recipient interacts with the message.

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