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

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

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

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

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

Courage in the Time of Technology 
  • Transitioning people and organizations through technology adoption requires strong leadership skills
  • Effective technology adoption is a psychological and skills-based process that requires good planning and execution
  • As the rate of technology adoption increases, a good adoption process becomes more critical

October 25, 2016

Austin Is a Great Place to “Visit” for TechX
  • Join SiriusDecisions in Austin this November for the second annual Technology Exchange
  • This year’s event will feature brand-new SiriusDecisions frameworks and research findings
  • Network with smart marketing and sales leaders in “The Live Music Capital of the World!”

September 08, 2016

SiriusDecisions Tech Exchange 2016: What to Expect
  • Join SiriusDecisions in Austin this November for the second annual Technology Exchange
  • This year’s event will feature brand new SiriusDecisions frameworks and research findings
  • Opportunities for networking and fun abound, with the return of the TechX Games!

August 25, 2016

How to Be a Software Demo Rock Star
  • Presenting a demo when briefing an analyst firm is an excellent opportunity for vendors to bring their software to life
  • Many vendors fail to get their message across and deliver an engaging, informative demo
  • Present your best demo ever by considering four important questions prior to the briefing

April 05, 2016

Three Tech Steering Committee Potholes to Avoid
  • Technology steering committees drive infrastructure alignment between sales, marketing and product
  • Steering committees often run into problems in three areas: authority; meetings and membership; and project insight and support
  • Best-in-class steering committees promote better technology procurement and vision by avoiding these costly mistakes

March 08, 2016

Alignment: The Cure for Your Technology Hangover
  • Siloed technology procurement creates misalignment and duplication and lowers ROI
  • Focus alignment efforts on capabilities or processes that are shared among sales, marketing and/or product organizations
  • Data, cost and criticality help determine which technologies should be aligned

February 01, 2016

How to Build an Aligned B-to-B Infrastructure
  • Technology is key to building alignment in any organization, but it is also a major point of vulnerability as it is constantly changing
  • SiriusDecisions’ Technology Alignment Framework, is designed to align an organization’s sales, product and marketing technology infrastructure
  • Aligning the technologies used by sales, marketing and product functions is vital, as a disjointed technology infrastructure limits growth potential

December 07, 2015

  • Alignment/Strategy
  • Tech Optimization
  • Alignment/Strategy
  • Data/Analytics
  • Tech Optimization