SiriusDecisions Marketplace

SiriusDecisions Marketplace Blog



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

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

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

Accelerate Business Growth With Predictive
  • Establish common language and metric sets with full transparency
  • Conduct aligned planning around business goals and prioritization schema
  • Support sales productivity efforts with tools to help optimize and align sales rep prospecting activities

August 08, 2016

To Duplicate Or Not To Duplicate
  • How do duplicate records in your marketing automation or sales force automation system affect lead management?
  • Organizations commonly take one of two MAP/SFA integration approaches to deal with duplication
  • Assess reporting requirements and capabilities to determine the best approach

July 27, 2016

The First Three Steps in the Analytics Journey
  • Marketers can begin their analytics journey in Excel
  • Start with visualization, correlation and regression
  • By compiling useful data, marketers can accomplish more than they realize

April 06, 2016

What Fitbit™ Can Teach Us About Sales Analytics
  • Well-executed sales measurement programs can instantly boost sales productivity
  • Gamification makes analytics much more interesting and impactful for users, and increases their engagement
  • Sales operations should stop presenting metrics and start presenting answers

March 07, 2016

What Accidents Rooted in History Can Teach B-to-B
  • The power of data and analytics is bringing more and more information to our fingertips in b-to-b every day
  • But that information will do us no good if we are not prepared to comprehend it
  • Beyond technical skills, we must foster cultures in which the facts are the facts, even when they portray unpleasant truths

February 18, 2016

Are You Harnessing the Power of Your Data?
  • The massive recent changes to technology infrastructure have created a wealth of new data at many b-to-b organizations
  • Many teams face increasing pressure to use data to prove ROI on their systems and activities
  • The SiriusDecisions Data Strategy Implementation Process offers a handy blueprint for identifying and fixing data problems

December 02, 2015

Predictive Analytics: Duuuude Have You Seen This??
  • Predictive analytics is grabbing headlines and mindshare for marketing and sales pros
  • As technology advances, applications of it are also changing
  • These advances are also testing the ethical boundaries of these approaches

November 19, 2015

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