SiriusDecisions Marketplace

SiriusDecisions Marketplace Blog



The Three Degrees of Guided Selling
  • Sales playbooks have been around for a long time, and remain relevant for many contemporary sales organizations
  • For more complex and customized selling interactions, guided selling goes beyond playbooks and optimizes sales asset management environments
  • Determining the appropriate degree of guidance for a team is a crucial sales enablement function

October 03, 2017

Three Contributions Marketing Makes to SFA Success
  • Marketing plays a critical role in the launch and management of a sales force automation (SFA) system
  • Marketing is responsible for managing several features in the SFA and providing input on data and measurement strategies
  • Marketing must stay closely aligned with sales operations and IT for the organizatin’s SFA deployment to be successful

September 29, 2017

Innovative Training Tech Must Focus on the Learner
  • B-to-b training technology is an innovative space one generation away from groundbreaking application
  • Most of the key functionality needed to deliver scalable, high-impact training requires stronger combinations
  • Once achieved, the scale and impact of these combinations will fundamentally transform the training space

August 28, 2017

Leveraging Enablement Tools: Lessons From a Horse
  • On the surface, sales reps may seem fully trained on messaging and new skills right away
  • Sales enablement needs to look beyond the surface when leveraging coaching tools
  • Enablement tools today offer a near real-time method for training and messaging refinement

August 10, 2017

Seven Elements of a Successful PRM Implementation
  • There is very little written about implementing a partner relationship management (PRM) system
  • A successful PRM project starts with building a well-thought-out implementation plan
  • Partners and internal end-users are not going to adopt a tool if they don’t understand why and how to use it

June 26, 2017

Debunking Informal Learning Myths
  • B-to-b organizations need a formal learning plan to bridge major skills gaps
  • Trends toward informal and social learning do not deliver results on their own
  • Informal learning works best when placed inside a structured, business-goal oriented learning program

June 13, 2017

The Real Reason Reps Don’t Update Opportunities
  • Sales reps will voluntarily update opportunities if there is something in it for them
  • Opportunity coaching uses algorithms to help sales reps improve win rates
  • Opportunity to close is to opportunity management what CPQ is to the configure, price and quote process

May 25, 2017

Tech Spotlight: How GE Cleaned Up Its Channel Data
  • When channel data becomes disorganized and difficult to use, using a channel data management (CDM) vendor can help
  • Learn how GE deployed CDM and helped its channel partners regain trust in its data
  • As with any technology, CDM requires strong processes and capable teams for the best chance of success

March 16, 2017

Five-and-a-Half Questions to Ask SAM Providers
  • The number of SAM offerings available can be mind-boggling
  • This is good news for sales enablement, because competition drives innovation
  • These table-stakes requirements are must-haves for any short-listed provider

March 15, 2017

Rep Brains Will Love Consolidated Sales Enablement
  • Most of what we do each day is driven by unconscious behaviors
  • No single sales enablement platform solves all problems – reps must consciously decide when to leverage a particular tool
  • Feature consolidation between sales asset management, sales coaching and learning management helps reps execute the right behaviors unconsciously

February 13, 2017

Are Your PAMs on Your Tech Roadmap?
  • The role of technology in support of channel partners and programs continues to increase in importance as suppliers look to improve productivity
  • As the key partner-facing role, PAMs are often overlooked as stakeholders who could benefit from access to systems and tools for channel sales
  • Understanding the functional role of the PAM can help suppliers map out the key requirements for solutions that can help them manage their goals

February 02, 2017

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

Help Me Hire Better and Faster
  • In today’s candidate-driven market, the average time to fill any open position is 52 days – sales positions take even longer
  • The adage “time is money” is never more true than in sales recruiting; every day a territory remains open is another day with lost sales
  • A multitude of tools and applications can help with sales recruitment

December 28, 2016

The Partner Relationship Management SiriusView
  • PRM platforms are purpose-built to support the complex challenges of a supplier-partner relationship
  • Given the rapid maturation of PRM solutions, buyers must understand the full range of available features to discern differences in functionality
  • SiriusDecisions evaluated the strengths and weakness of the qualifying vendors

December 14, 2016

TechX 2016: How to Roll Out Workplace Technology
  • Workplace technology rollouts differ from personal technology purchases in several important ways
  • Organizations must consider multiple personas when designing a tech rollout
  • Let affected users know up front how the new technology will change their daily experiences

November 18, 2016

TechX 2016: Which Technologies Do Orgs Invest In?
  • Which technologies are most essential to power your revenue engine?
  • At this year’s SiriusDecisions Tech Exchange, Tony Jaros and Jacques Begin outlined findings from a major new survey
  • While organizations are eager to adopt new technologies, they often need to create a stronger connection between these purchases and their strategies

November 17, 2016

TechX 2016: Don't Let Your Tech Stack Topple!
  • Many organization's tech stacks are precarious and filled with gaps
  • During their Tech Exchange keynote, Jay Famico and Mark Levinson introduced a new technology framework
  • A priority-led approach to technology is key to making the right decisions

November 16, 2016

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

Predictive Analytics: One Year Later
  • Getty Images’ sales team needed data-driven intelligence from marketing to make its monitoring and interactions more effective
  • Predictive models take into account the likeliness of electronic conversion, potential account value and other factors to prescribe the right course
  • Providing key account highlights and information to enable the sales process helped build greater trust and support

November 10, 2016

An Insider’s View of Austin for SDTechX Attendees
  • Next week, the eclectic city of Austin will host SiriusDecisions’ second annual Technology Exchange
  • SiriusDecisions’ Austin-based employees list their must-see attractions while you’re at TechX
  • Here are 12 things you can do to experience the embodiment of the slogan “Keep Austin Weird”

November 07, 2016

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