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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

Why Sales Enablement Growth Has Stalled

According to the Bureau of Labor Statistics, approximately 6.5 million jobs have been added to the U.S. economy since January 2017. Of those 6.5 million jobs, the number of sales enablement positions has grown drastically. In fact, Paul Krajewski, who has been tracking sales enablement job titles on LinkedIn for many years, claims…

How AI And Machine Learning Can Make Forecasting Intelligent

Traditionally, CRM solutions have been unreliable for sales forecasting. Companies have dealt with inaccuracies and blamed their bad data. However, things are starting to change thanks to artificial intelligence (AI), machine learning (ML) and predictive analytics. According to Salesforce, only a quarter of companies use predictive analytics. Of those using…

3 Sales Lead Management Horrors To Avoid

Until recently, sales lead management was purely a numbers game – call enough prospects and if you spread enough chips across the table, the roulette table of sales will uncover a golden opportunity. But in today’s digital age, with so much information available at your fingertips, the game has changed.…

A Look Into The Magic 8 Ball: The Future Of B2B Sales

Readers may remember that fortune-telling toy from our childhood, the Magic 8 Ball. Simply ask the large plastic ball a yes or no question and turn it over to reveal one of the 20 stock answers to life’s greatest mysteries. Endless fun ensued… until it didn’t. While the Magic 8…
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