Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. This presents a significant challenge for sales teams that struggle to adapt to these evolving expectations. You’re probably thinking, “That all sounds great, but what does the software actually do?

Software 125

Software Software Lead Rank Vendor 125

Mereo

JUNE 24, 2021

Governance ensures these investments stay on track. One of the main failures of the Airbus A380 was not that the product idea came to life — it was that there was a lack of product roadmap governance that should have shown clear indicators the strategy was headed for a nosedive. In software this is often thought of as re-platforming.

Government 93

Government ROI Revenue Remedy 93

Close.io

SEPTEMBER 24, 2019

Here's how a tiny company started closing huge deals with federal government agencies—and how you too can get started in B2G (business-to-government) sales. B2G stands to business-to-government. It simply means that a business is selling its products or services to the government. What is B2G?

B2G 91

B2G Government Buyer Persona Cold Calling 91

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. This scenario appears in industries like construction, engineering, software licensing, and more.

Customer 84

Customer Licensing Proposal Government 84

Smooth Sale

APRIL 22, 2025

Moreover, they’re rewarding businesses that use software to streamline processes and store information by purchasing from them, rather than from their competitors who aren’t using technology to their advantage. And that’s not considering that even the government has a hand in how consumers spend their money.

Consumer 78

Consumer How To Government Face-to-face 78

Sales and Marketing Management

FEBRUARY 6, 2020

No doubt, sales teams would appreciate knowing how each of their customers currently viewed the company. A separate but equally important issue related to survey data, is the governance and security of it. Survey data will be better governed than it is today. Survey data will be better governed than it is today.

Government 136

Government Customer Survey CRM 136

Sales Hacker

APRIL 4, 2025

Were calling this the rise of the GTM AI OS a coordinated, AI-driven backbone that connects marketing, sales, CS, and product into a single motion. Not through more software, but through system design. In this newsletter: The GTM AI Operating System (GTM AI OS): A new architecture emerging across sales, marketing, CS, and product.

System 108

System Scale Outsourcing Services Lead Rank 108

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? However, there are a handful of solution categories that any sales ops team needs to focus on for success.

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

Sales Hacker

JANUARY 13, 2021

Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas.

Licensing 89

Licensing Software Software Enterprise 89

PandaDoc

MARCH 27, 2025

What is cross-selling in sales? Simply put, cross-selling is a sales strategy used to recommend additional, complementary products/services or items frequently bought together to your customers based on their past/existing purchases. Read all about the sales technique here. Lets dive in. Want to learn more about upselling?

Lead Rank 52

Lead Rank Lead Scoring Customer Loyalty 52

Sales and Marketing Management

JULY 26, 2018

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. For example, sales applications should draw on a focused set of data? Additional data sources.

Training 206

Training Penetration Government CRM 206

Sales and Marketing Management

OCTOBER 16, 2017

Storytelling is vital at every point in the sales cycle. Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. Cold calls. Building relationships. There is a hitch.

Real Estate 243

Real Estate Construction Scale Hiring 243

DiscoverOrg Sales

AUGUST 29, 2017

First, RainKing and DiscoverOrg were playing in a very large market: B2B Sales and Marketing is a massive opportunity, so it was okay to have a competitor. We hired a team of believers, and we sold them on the idea that we would build a $100m+ software company in Vancouver, Washington, of all places. And then doubt crept in as well.

Competition 251

Competition Hiring Enterprise Enterprise 251

Sales Hacker

MARCH 21, 2025

Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. Rather than resisting the transition, companies should follow customer behavior signals and build a sales motion that complements, rather than competes, with PLG. Avoid generic Want to talk to sales?

Enterprise 81

Enterprise Enterprise Scale Lead Rank 81

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and and isn’t that our goal in sales?—?a But where to begin?

Marketing 226

Marketing Telemarketing Education Scale 226

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Complex sales typically involve high-value products or services, which are often highly customizable.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Lead Rank 52

Zoominfo

APRIL 12, 2021

Marketers must manage complex governance and multiple stakeholders, resulting in decreased agility. This requires collaboration across the company, working with multiple teams from sales to product development. By integrating key systems, your marketing strategy, sales processes, operations, and financials all align.

Scale 189

Scale Enterprise Enterprise Account Based Marketing 189

Crunchbase

MAY 9, 2023

I often hear from startup founders who are interested in selling to government agencies but don’t know how to get started. It’s easy to understand why: Each year, 90,000 state and local government organizations spend more than $ 1.5 Plus, selling to governments represents an incredible opportunity for real impact.

Government 59

Government How To Competition Scale 59

Smooth Sale

JUNE 27, 2024

Photo by Inverewe via Pixabay Attract the Right Job or Clientele: Proven Strategies for Closing More B2G SaaS Deals As the popularity of cloud services and applications continues to trend upward, the SaaS (Software-as-a-Service) industry has grown tremendously. With over a decade in sales, his experience ranges from B2B, B2G, and B2C.

B2G 109

B2G Closing Government Strategy 109

Sales Hacker

DECEMBER 5, 2022

How to Align Marketing and Sales with a Gap Analysis. Aligning marketing and sales is a lot like making out in junior high. The reason for that is that there’s no real guide for marketing, sales, and RevOps leaders at software companies as to how to do it… until now! Governance. from Marketo. Enablement.

Analysis 130

Analysis Top of Funnel Lead Rank Lead Scoring 130

Nutshell

MAY 21, 2024

Software for financial services companies helps to determine investment opportunities, identify risks, forecast returns, and much more. Organizations in this industry often provide several different services, requiring them to have access to various software solutions. Table of Contents What software is used in financial services?

Software 71

Software Software Company Analytics 71

Cincom Smart Selling

MARCH 9, 2025

If your sales team is constantly stuck chasing approvals or fixing pricing mistakes, its time to rethink how you generate quotes. The Problem with Traditional Quoting Imagine this: A sales rep gets an inquiry from a high-value prospect requesting a custom quote. Deals slow down, errors creep in, and customers lose patience. Hours pass.

Tools 48

Tools Scale Comparison Discount 48

Zoominfo

MARCH 31, 2023

Control and governance of business data, especially when there are regulatory and compliance standards at hand, are mission-critical tasks for any enterprise company. Improve customer experience Today’s B2B customer journey touches nearly every department: marketing, sales, support, and billing.

Data 130

Data Government Decision Maker Lead Scoring 130

Sales and Marketing Management

MAY 17, 2020

Organizations are doing their best to navigate this new landscape of layoffs, remote working, canceled events, slowing sales and demand slumps. Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

Hubspot Sales

JUNE 17, 2019

Many business owners, managers, and sales reps think contract management is just a matter of getting a signature and storing the contract away in a CRM. Lost leads, sales, and revenue. The reality is that contract management is a fundamental part of the sales cycle. 5 Proven Tips for Writing Better Sales Contracts.

Sales Cycle 107

Sales Cycle Hiring Proposal Software 107

Sales and Marketing Management

JUNE 29, 2020

Author: STEVEN KELLAM While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage. Leverage the right engagement tools to drive sales. Reinforce channel support.

Engineering 156

Engineering Revenue Incentives Incentive 156

Cincom Smart Selling

APRIL 10, 2025

Introduction In todays hypercompetitive market, having a fantastic product is no longer enough to guarantee sales success. The difference between a sales team that hits targets and one that consistently exceeds them often lies in the support structure around itsales enablement. What is Sales Enablement?

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

Cincom Smart Selling

FEBRUARY 14, 2025

Configure, Price, Quote (CPQ) software has become indispensable for streamlining pricing, quote generation, and deal execution. It demands a well-defined framework that integrates automation, pricing governance, and seamless CRM and ERP connectivityall of which are essential for driving predictable revenue and operational efficiency.

ROI 48

ROI Maximizer Lead Rank Discount 48

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed.

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52

Nutshell

MARCH 9, 2023

Unreliable or poor-quality data can lead to impractical, poorly developed sales, marketing, and customer service strategies. Impact on sales Quality customer data can help your business identify prime sales opportunities through trends in your data reports. Customer data should always be up-to-date and timely.

CRM 62

CRM Data Software Software 62

Zoominfo

MARCH 15, 2024

Proper CRM hygiene helps improve customer relationships and supports effective sales and marketing strategies. Define Data Governance Rules The first step in any CRM cleanup is defining the rules for an overarching data governance strategy , and tailoring company standards to fit the specific nuances of its business. The result?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Chamber of Commerce, yet sales tech providers often leave smaller businesses hanging. Their sales process has guardrails. This means less focus on high-value sales and more exhaustion.

Enterprise 52

Enterprise Enterprise Proposal Sales Qualified Lead 52

Zoominfo

AUGUST 16, 2023

SaaS (software as a service) and DaaS (data as a service) are both cloud-based services, but they serve different purposes and operate at different layers of a common B2B tech stack. SaaS provides users with access to software applications over the internet. My job is to bring the information to our sales teams as easily as possible.

Ideal Customer Profile 130

Ideal Customer Profile Data Lead Rank Scale 130

Zoominfo

OCTOBER 31, 2019

So you missed your sales quota last quarter. When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. Problem #1: You have an unhealthy sales pipeline. How long is your average sales cycle?

Quota 178

Quota Decision Maker Segment Hiring 178

Pointclear

SEPTEMBER 29, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Number of State and Local Government Community Hospitals. Thanks, Jim!

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Zoominfo

MARCH 5, 2024

Artificial Intelligence has emerged as the next great technological leap in commercial software apps, with high-profile mentions of AI exploding among the Fortune 500 and investors pouring billions of dollars into generative AI companies across the globe. Chatbots such as ChatGPT are the most frequently used AI tools.

Marketing 130

Marketing Survey Lead Rank Government 130

HeavyHitter Sales

MAY 5, 2019

I’d like to tell you about the most extraordinary technology sales organization—and I should know since I’ve had the privilege to study hundreds of high-tech sales organizations and interview thousands of salespeople and vice presidents of sales. The Backstory.    The Results. .  

Hiring 97

Hiring Cost per Acquisition Software Software 97