Building a Successful Sales Strategy

Digital transformation efforts are important to chief sales officers and sales leaders—they can raise revenues and accelerate productivity.

The sales engagement and sales coaching and learning spaces have taken off in the last few years, and sales organizations are constantly seeking new ways to engage with savvy customers throughout the customer journey.

New analytics and sales tools can help sales teams quickly understand which tactics and deliverables are beneficial to the pipeline and which are not.

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How can sales executive facilitate sales enablement?

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Sales Enablement: 5 Winning Strategies for 2019

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Upgrade Your Sales Strategy with Sales Engagement
featuring insights from CEO and Lead Analyst Jim Lundy

The Sales Engagement Playbook

 

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CSO and Sales Research

sales coaching and learning CSO

The Aragon Research Tech Spectrum for Sales Coaching and Learning, 2019
February 21, 2019

Summary: Sales leaders need better ways to train their sales teams. Read how sales coaching and learning platforms offer a robust and consistent way to deliver training that is vital to getting higher rates of achievement across the sales organization. Read More >

The Aragon Research Visual Forecast for Sales Engagement Platforms, 2017-2023

The Aragon Research Visual Forecast for Sales Engagement Platforms, 2017-2023
October 4, 2018

Summary: Sales engagement platforms have been gaining traction with early and mainstream adopters as buyers have become more sophisticated. Aragon predicts that this market will grow at a rate that is nearly double that of other digital workplace markets. Read More >

The Aragon Research Globe™ for Sales Engagement Platforms, 2017

The Aragon Research Globe™ for Sales Engagement Platforms, 2019
December 13, 2018

Summary: Today, the market for SEPs continues to grow as sales teams and divisions demand easier, faster, and better ways to sell. This research note overviews the major trends and technologies driving this shift, and the key providers in the sales engagement market. Read More >

Hot Vendors™ in Sales Engagement, 2018

Hot Vendors™ in Sales Engagement, 2018
June 7, 2018

Summary: As the technology stack continues to mature, sales engagement providers will offer robust capabilities that support omnichannel communications, provide instant insights, and accelerate the sales process. This research note identifies five vendors that are offering more solutions to enterprises. Read More >

CSO and Sales Blogs

People.ai and the Race to Build the Intelligent Enterprise

People.ai and the Race to Build the Intelligent Enterprise
October 29, 2018

The concept of AI-enabled sales—what Aragon calls guided selling—has yet to be truly brought to the table. However, People.ai's platform capabilities may change this by taking AI further with account intelligence. Read More >

Winning Sales: Understanding SPIN in Discovery Calls

Winning Sales: Understanding SPIN in Discovery Calls
September 14, 2018

Having the right sales methodology—or a sales methodology, for starters—is key for a winning sales playbook. This blog goes back to basics and overviews SPIN selling and emphasizes listening to pain points over selling features. Read More >

Salesforce Einstein Voice Will Be Powered by Apple

Salesforce Einstein Voice Will Be Powered by Apple
September 26, 2018

In the race toward sales intelligence, this blog discusses the key highlights from Salesforce's Dreamforce announcement of Einstein Voice, a conversational AI-powered bot that allows for voice dictation. Read More >

Seismic Buys Savo Group as Sales Engagement Enters a Consolidation Phase

Seismic Buys Savo Group as Sales Engagement Enters a Consolidation Phase
May 12, 2018

The Seismic/Savo deal validates the sales engagement market, which goes beyond sales enablement, a catch-all phrase where non-CRM tools get tossed. Additionally, the deal could drive further market consolidation. Read More >