Subscribe

3 Sales Lead Management Horrors To Avoid

zuant

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. The modern sales exec is like a honeybee on a summer day — which flowers will attract what bee at that particular moment? It’s all in the timing.

InsightSquared Acquires Olono

InsightSquared, an AI-powered revenue intelligence platform, has agreed to acquire Olono, a guided-selling solution for B2B sales teams, to bring real-time actionable intelligence to their revenue operations platform. Terms of the deal were undisclosed.

Auto-Detecting Sales-Opportunity Contacts With AI

Unknown

How would you like to see a plethora of buyers lurking around each opportunity in your sales pipeline? I mean all the buyers, including those that don’t directly engage, but show some level of interest. The ones that don’t expose themselves. Buyers who are included in email threads and meetings, but haven’t been added to the CRM by sales reps. Or what about buyers that are exploring your website and looking at your solution, but aren’t included in sales’ emails or meetings?

RollWorks’ Account-Based Platform Launches Account Scoring Capabilities

RollWorks’ new account scoring capabilities expand upon the company’s account-based platform and identification solution. The account scoring feature is designed to enable account-based sales and marketing teams to score and prioritize target account lists using a predictive machine learning model, which is positioned to score accounts based on firmographic and technographic fit characteristics. 

Data: The Key Differentiator In B2B Marketing

Uday Headshot M

B2B buying cycles are getting longer and more complex. According to Demand Gen Report research, 58% of buyers said their decision process was longer in 2017 than in 2016, while only 10% said purchase time had decreased. Most buyers are conducting more detailed ROI analyses before making a purchase decision (77%), using more sources for research and evaluation (75%) and increasing the number of buying group members (52%).

Subscribe to this RSS feed