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Some call them blogs—we call them must-reads

According to a recent CNBC report, nearly 40 percent of this year’s college graduates aren’t confident they can pay off their student loan debt within 10 years. And, while the U.S. unemployment rate is unusually low, the report cites a worrying statistic from the National...

How to balance the expectations of buyers with the demands of sales leadersSales research confirms what salespeople already know: It’s tough out there. Quota attainment rates have been declining for the past five years, and no one knows what the next five years will bring....

Selling isn’t getting any easier. With just a little more than half of all sales reps meeting or exceeding their quotes these days, sales organizations are struggling to keep up with constantly changing buyer expectations. The gap between buyers and sellers continues to grow, and...

In our last post, we explored data from the CSO Insights 2018 Buyer Preferences Study, which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the...

The Miller Heiman Group 2018 Buyer Preferences Study found that more than 70 percent of buyers said they wait until after they have already defined their needs to engage sellers. In this post, we look at the questions of whether buyers want to cut salespeople...

When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. For many leaders, marketing is synonymous with content. Whether it’s branding, demand generation or website creation, marketing is...

“Everyone agrees on the need to collaborate, but rarely do teams stop to apply any structure or formal processes to that collaboration. Instead, the focus is on short-term projects, such as producing a piece of collateral, selecting an enablement technology tool or delivering training services.”—...

At the Elevate 2018 conference, industry disruption took center stage. From changing buyer preferences to declining sales performance to emerging sales technology, it quickly became clear that the world of sales and service will never be the same.All that disruption at once might feel...