Showing posts from July, 2015

Smart Selling Tools: Value Selling & ROI Tools a Key Characteristic for Innovative Organizations?

Value Selling and ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling and ROI Tools can contribute to significant revenue growth.

These are the findings of a recent Smart Selling Tools research study of sales and sales enablement executives, investigating B2B Sales Tools to determine which delivered the biggest benefits.
The study looked at the usage and effectiveness of many different Sales Tools including those for prospecting, managing pipelines, sales intelligence, CPQ (Configure, Price, Quote), contract management, planning, compensation and Value Selling and ROI.
Value Selling and ROI Tools were in use at 42% of surveyed firms, and more had deployed these tools than sales contract management, territory and account planning, performance and compensation management, eSigning and gamification.
As organizations deliver and use these Sales Tools, the Smart Selling Tools research indicated a significant …

Death of the B2B Sales Rep? An Interview with SiriusDecisions

Several analyst firms have predicted the "Death of the B2B Sales Rep", with their research indicating how sales reps are engaging later and later in the sales cycle and are being replaced by digital.
Are these findings accurate? What can you do to stay ahead of the curve?
We've been busy on this topic, and went right to the source with a compelling interview of Jim Ninivaggi, the Sales Enablement Practice Director for SiriusDecisions.
We discuss their latest research of 1,000+ B2B buyers, to separate the fact from fiction, and provide specific guidance on what you need to do now to remain more relevant and effective.
To learn more, checkout the On Demand recording and download the deck –

Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Herwijnen.

Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement.

The original recording can be accessed at:

There has been some controversial research from several top analysts on the Death of the B2B Sales Rep. Can you tell us about some of these latest findings?
Absolutely, one of the most referenced metrics comes to us from CEB, the creators of the Challenger Sale. Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep.  The study highlights that today’s more empowered buyer is engaging digitally versus personally through most of the cycle.
Forrester reports that this shift to digital buying …

Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015

Gartner recently published their latest worldwide IT spending forecasts with a sharp downward revision, now projecting a 5.5% YoY decline from 2014 levels. 

If you’re marketing or selling technology, this decline could have a significant impact, stiffer competition, and even more headwinds to meeting your ambitious revenue growth goals.
This latest estimate from Gartner is a further downward revision of the overly optimistic forecast published to kickoff the New Year, where Gartner was anticipating a 2.4% increase for the year. Unfortunately this follows a pattern, where Gartner publishes overly optimistic growth forecasts to kickoff the New Year, and downward revisions from there on out. However, this year is the first time the growth has turned negative, and should warrant even more attention.
Although Gartner has pinned this latest decline on the strength of the US dollar, it was just a couple of years ago that Gartner blamed the downward revisions on just the opposite, a weak US curr…