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Sales Accountability, Account Planning, Account Based Marketing

Where Predictive Analytics Fall Short

As marketers and sales pros, we find irresistible the promise that technology tools will make our jobs easier and help us win more business faster. Which is why so many of us are turning to companies that are focused on predictive analytics tools that support account-based marketing, and scaling all of the different aspects of the ABM process.

Sharon Gillenwater
By Sharon Gillenwater
on Jun 2, 2016 12:27:32 AM
   
Where Predictive Analytics Fall Short

As marketers and sales pros, we find irresistible the promise that technology tools will make our jobs easier and help us...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 2, 2016 12:27:32 AM
Are You a Box Checker? Why a Key Account List is Just the First Step of Your ABM Journey

Here’s a sad but true tale of missed ABM opportunity.

A Fortune 100 company spends months of man-hours—and invests in...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 12, 2016 3:00:00 PM
Are You an Order Taker or a Business Partner?

The time has long passed since a sales team could assume that a great presentation about their product or service would get...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 1, 2016 1:09:51 AM
Got Rep Turnover? Learn How to Get New Reps to Succeed Faster

One of the biggest challenges faced by today’s technology companies is the constant changing of sales representatives. Our...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 24, 2015 6:00:00 AM
CXO Selling: Take That First Step

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2014 2:30:00 PM

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