5 Proven Ways to Increase Sales Productivity

5 Proven Ways to Increase Sales Productivity

Sales productivity is an essential pre-requisite of achieving revenue success, particularly during the current business downturn hitting B2B companies. But it’s easier to aspire for than to make it a reality. Lack of productivity in sales can lead to shortcomings in processes, pipeline visibility, and sales execution, ultimately causing revenue leakage. In fact, 81% of…

Surviving the Downturn: Pivot from “Growth” to “Productivity” to Address Revenue Leakage
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Surviving the Downturn: Pivot from “Growth” to “Productivity” to Address Revenue Leakage

The “growth at all costs” mantra of the last few years gave rise to the “shiny object syndrome” in tech investment. With cheap capital and easy funding, organizations kept adding tools to their tech stack to address a plethora of problems they faced. This towering tech stack soon turned into a primary source of revenue…

5 Reasons for Low Sales Tech Adoption (And How to Fix It)

5 Reasons for Low Sales Tech Adoption (And How to Fix It)

The sales tech stack is getting taller. The average virtual selling technology stack today has as many as 13 tools! The “shiny object syndrome” is very real. Businesses add sales tools to their tech stacks to treat the symptoms of sales problems. But rarely do they identify the underlying cause of these problems.  Leaders deploy…

How to Navigate the Downturn With Accurate Revenue Data
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How to Navigate the Downturn With Accurate Revenue Data

“No one can predict how bad the economy will get, but things don’t look good.” This was the first point in the email sent out by the top start-up accelerator Y Combinator to its founders in May 2022. Y Combinator isn’t the only one publishing a “black swan” event memo for its portfolio companies.  VC…

Driving Predictable Revenue with AI in Sales Tech: 5 Key Applications
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Driving Predictable Revenue with AI in Sales Tech: 5 Key Applications

Today, companies are no longer toying with the “what” and “why” of artificial intelligence or AI. Instead, they’re investing more time and resources into accelerating its adoption plans. 72% of business leaders feel optimistic about AI’s future role in business. And the AI market is projected to be $310 billion industry by 2026! So, what…

Increase Win Rates and Drive Revenue With AI-Based Guided Selling
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Increase Win Rates and Drive Revenue With AI-Based Guided Selling

An alarming number of reps are missing their quota as B2B selling gets more complex. How can revenue leaders achieve higher win rates in such a scenario? The answer lies in adopting the right technology.  AI-based guided selling can transform win rates and close more deals than ever before. Now is the time to make…

Multithreading in Sales: The Modern Secret to Winning More Deals
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Multithreading in Sales: The Modern Secret to Winning More Deals

Welcome to the modern sales world, where digital transformation is redefining every aspect of the selling process. Take the entry of millennials into the workforce for instance. Millennials have taken center stage as decision-makers. 73% of millennials are actively engaging in the decision-making process. One-third of them serve as the department’s lead decision-maker. But 44%…

5 Ways Siloed Data is Burning Your Revenue
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5 Ways Siloed Data is Burning Your Revenue

There are various reasons why revenue might be falling for your company. Most of these reasons might be in your radar, and your strategy might include improving on those parameters in the next quarter.  But there is one silent killer in your revenue engine you might not be aware of. Ignoring this aspect can cost…

7 Elements of a Successful Deal Review
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7 Elements of a Successful Deal Review

Knowing the in-and-out of deals will make your revenue generation predictable. With a deal review, you can know what’s going on in your pipeline, pivot wherever necessary and get ahead of risks. But it’s easier said than done. Most deal reviews end up being futile exercises. Instead of being organized sessions that empower your reps…