Author: Jared Dodson

Webinar recap: Supercharging your sales analytics with Microsoft

What does a data-driven sales organization look like? My recent webinar co-hosted with Christine Bell, Senior Director of Sales Insights at Microsoft, sought to answer that question. There has... ...Read more

Account-based marketing ROI research report

Does account-based marketing live up to the hype? Let ROI be the determining factor. There has been an overwhelming amount of hype around Account-Based Marketing (ABM) in the B2B... ...Read more

What CMOs should know about account-based marketing

ABM has been the most over-used acronym in B2B marketing over the past year. Vendors in this space have been busy racing to publish content on the subject in... ...Read more

How Dun & Bradstreet cultivated an account-based approach

Dun & Bradstreet CMO Rishi Dave has developed a unique perspective as both a practitioner of account-based marketing (ABM) strategies and a provider of ABM solutions. Dun & Bradstreet, a provider of... ...Read more

Five steps to increase seller productivity in FY17

Sales leaders know that their ability to properly enable their sellers is one of the most important factors in hitting numbers. However—with the proliferation of sales enablement vendors, bloggers,... ...Read more

Need to increase sales enablement in 2017? Start here.

Q4 is upon us. This means it’s crunch time for all sales organizations looking to hit their numbers. It’s also planning time for FY17, which means sales leaders are... ...Read more

Why Your Sales Initiatives Won’t Work (And What to Do About It)

Sales organizations have been trying to ‘crack the sales code’ ever since selling became a profession. Every few years someone comes up with a new sales methodology that claims... ...Read more

Cloud Adoption Strategy: Incentivizing your Channel

Executive Summary

In a rapidly changing IT environment, partners in the channel are fearful on how they will fit into the new world of cloud computing. Vendors are challenged with... ...Read more

Sales Enablement: Factors Affecting Performance

In an economy where sales teams are having to do more with less, management has identified sales effectiveness as a top priority. Companies have increased their investment in sales... ...Read more