Steve Silver is Research Director of Sales Operations Strategies at SiriusDecisions. Steve brings with him more than 20 years of executive-level experience spanning sales operations, sales and product marketing.

What 2017 Will Mean for Sales Technology
  • Sales technology will continue its rapid evolution in 2017
  • Technology must support the movement toward greater organizational alignment between sales and other groups
  • Technology vendors must address the issue of end-user adoption and engagement as a competitive differentiator

January 09, 2017

Annual Sales Planning: Some Assembly Required
  • Annual sales planning should follow a logical process with participants, objectives, inputs, tasks and deliverables
  • Skipping a step in the annual sales planning process is a recipe for missing plan objectives
  • Sales operations should provide analysis that informs the planning process and helps sales leaders allocate resources to achieve corporate goals

November 15, 2016

Sales Operations: We’re Here to Help (Aren’t We?)
  • Sales operations is shifting from reporting and process management to helping increase productivity, reduce overhead and execute sales strategy
  • Poor implementation of sales technology can affect the productivity and credibility of sales operations
  • Fulfilling the sales operations mission requires close collaboration, communication and credibility with the sales organization

July 25, 2016

Sales Transformation: Process Before Technology
  • Sales, sales operations and channel leaders often look to technology to increase revenue and improve rep productivity
  • Understanding and mapping sales execution processes are a critical first step in improving and informing technology decisions
  • Purchasing new technology without a disciplined process for diagnosing performance issues and prioritizing solutions is expensive and disruptive

March 22, 2016

Don’t Let the HiPPO Drive Your Technology Decision
  • The technology choices available to sales and marketing leaders continue to grow and to cut across categories
  • Many orgs purchase tech based on prior experience or using a tactical approach, with little thought to data integration, business value or user impact
  • Orgs that use a consistent vendor evaluation/selection process that incorporates a decision model are more likely to achieve ROI and value objectives

November 19, 2015

Are You Overwhelmed by Sales Technologies?
  • It's nearly impossible to keep up with the speed of innovation and the current wave of new sales solutions
  • When working to increase user value and engagement, maximize the value from tools you’ve already deployed
  • Ensure that tools are fully integrated beyond just passing data back and forth between systems

November 19, 2015