The job of a sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality results. Some of the best ways to make salespeople more productive don't include spending a [...]

The 7 most important stages of the sales process are: Preparation & Research Prospecting Needs Assessment (Discovery) Pitch/Presentation Objection Handling Closing Follow-Ups, Repeat Business & Referrals Sometimes, these stages differ, though. Different industries and even similar businesses may use five or nine steps instead. Each [...]

The latest trends in digital transformation for next year reflect some particularly hard won lessons from the past few years, on both the business and technology sides. It's worthwhile taking the time to understand how these insights came about, as organizations earlier in the journey [...]

With the rise of technology, it would seem that time spent developing "hard skills" would be useful. It's easy to think that future-proofing your sales career would come from product knowledge and getting the latest industry certifications. Likewise, learning the ins-and-outs of AI, CRM platforms, [...]

What can you do to give your digital transformation the best chance of succeeding? Experts point to a few critical pieces of the puzzle, such as changing the culture of IT, identifying and convincing stakeholders across the business, and connecting transformation to a meaningful vision [...]

By the end of 2019, Forrester predicts that 40% of enterprises will have automation centers and frameworks in place as they try to find the best way to structure their technology and workflows. With process automation being so central to the next phase of digital [...]