Sales teams today are well supported by an array of sales tools, sales intelligence and salestech. Yet, typical B2B sales challenges still exist that can affect the health of a company’s sales pipeline; catch some of the latest sales and salestech industry trends and tips from leading experts in this latest weekly highlight to uncover more on what it takes to truly optimize your B2B sales:
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SalesTech Quote-of-the-Week!
It’s imperative for sales and marketing teams to integrate direct mail into their processes, as this can generate a response rate that is 30x higher than email and boosts ROI by 20%. As our world becomes more digitally saturated, direct mail has become one of the few remaining marketing strategies to engage prospects and customers offline. Nearly three-quarters of consumers say they feel overwhelmed by email advertising according to a study by Edison. More than one-quarter report using ad-blocking software to augment their digital experience, according to Statista.
Top SalesTech News of The Week: 06th December to 10th December
- Zilliant to be Acquired by Madison Dearborn Partners
- Wipro and Celonis Launch Supply Chain Command Center Solution
- Outreach Opens New York City Office
- Automation Anywhere Appoints New Executive Vice President of Sales for Europe to Lead Next Stage of Growth
- Logik.io Launches System Integrator Partner Program to Drive Expert Configuration Implementation and Long-Term Customer Success
- Easol Raises $25 Million in Series a Funding to Power the Rapidly Expanding Experiences and Travel Market
- Similarweb Dials Up Sales Intelligence Solution with Integration of Comprehensive Professional-Contacts Database
- Varicent Unveils Major Enhancements for Its Industry-Leading ICM Solution
- HCL Technologies and KloudGin Announce Partnership to Provide Customers with Digital Transformation and Operational Efficiency
- Explorium Partners with Snowflake, Providing Access to Thousands of External Data Signals
- Lingo Completes Third Phase of ICE Back-Office Integration Project
- Accenture Invests in Operational Resilience and Supply Chain Cybersecurity Company Interos
- Wipro and Celonis Launch Supply Chain Command Center Solution
- Cloudsmith Make Key Hires Including Chief Revenue Officer, VP of Product and Head of Talent To Eradicate Flaws in the Software Supply Chain
- Sonata Software Recognized for Its Market-Leading Capabilities In Microsoft Dynamics 365
- NICE Robotic Process Automation Recognized as a Leader in SPARK Matrix 2021
- Kyndryl and NetApp Form Strategic Partnership to Deliver Critical Enterprise Data Infrastructure To BMW Group
- Broadvoice’s George Mitsopoulos Named Among Best in Biz Awards’ Technology Executives of the Year
- Cloudflare Expands Its Zero Trust Platform; Announces New Firewall Capabilities to Help Customers Leave Their Hardware Behind
- CobbleStone Awarded Among 50 Best Workplaces of the Year 2021 by The Silicon Review
- Alibaba Group Announces CFO Succession
- Hexaware Technologies Has Earned the Modernization of Web Applications to Microsoft Azure Advanced Specialization
- Thryv CEO Joe Walsh Appointed Company’s New Chairman of the Board
- Creatio for CRNtv: Helping Partners Capitalize on the Rising Trend of No-code for CRM & Workflow Automation
- Dell Technologies Announces Pricing of Offering of $2.25 Billion of Senior Notes
- New Clarivate Report Reveals Luxury Brands are Accelerating Digital Transformation to Meet Demands of Changing World
- Komprise Adds Support for New AWS File Storage and Analytics Services
- ServiceNow Named a Leader in Enterprise Service Management
- Freshworks Named a Strong Performer in Enterprise Service Management Report by Independent Research Firm
- Bambuser Focuses On Full-Loop Live Video Shopping, Soft Launches One-to-Few To Strengthen Product Offering
- Datadobi Launches Multi-Petabyte Starter Packs to Accelerate Enterprise-Class Digital Transformation
- DATAMARK Announces Introduction of CloudAssign, a Cloud-Native Application That Improves Addressing Processes for Local Governments
- FourKites and Accenture Launch Global Supply Chain Research for Pharmaceutical Industry
- Comscore Chief Revenue Officer Carol Hinnant Honored in Cablefax Magazine’s Most Powerful Women Issue
- Tech Mahindra Launches FiDaaS Solution Powered by Alveo to Address Financial Services’ Data Management Challenges
- Lenovo Delivers Artificial Intelligence at the Edge to Drive Business Transformation
- Nextech AR Integrates With Coinbase Commerce, Now Accepting Cryptocurrency As Payment Method
- Creatio Joins the Amazon Web Services (AWS) ISV Accelerate Program to Drive New Business Through Co-sell AWS Partner Support
- Walmart to Open New High-Tech Fulfillment Center in Wilson County
- Deloitte: The Restaurant of the Future Should Evolve to Serve Consumers in New Ways
- IBM Launches New IBM Z and Cloud Modernization Center for Acceleration of Hybrid Cloud
- Deloitte’s 13th Annual Tech Trends Report: As Enterprises Navigate Abundance of Advances and Challenges Driven by COVID-19, Engineering a Tech-Forward Future is an Imperative
- Netcracker Receives Frost & Sullivan 2021 Global OSS/BSS Technology Innovation Award
- HCL Technologies Lauded by Frost & Sullivan for Helping A&D Clients Adapt to Technology Advancements with Its MBE 2.0 Framework
- Matterport Names Amy Hsueh as Vice President of Corporate Development
- Capgemini and SAP Support the Transformation of Carrefour’s Finance Function in France
- Salesforce Partner Spaulding Ridge Announces Expanded Team and Capabilities for High-Growth SaaS Organizations
- HCL Technologies and KloudGin Announce Partnership to Provide Customers with Digital Transformation and Operational Efficiency
- TrueCommerce and Vori Partnership Offers Exclusive Trading Partner Marketplace and Connectivity Platform for the Grocery Supply Chain
- Mindtree Named a Major Contender in Everest Group PEAK Matrix® for IoT Supply Chain Solutions
- Catalyst Launches Customer Success at the Center Summit Featuring Top Tech Leaders
- Infosys Equinox Partners With Packable to Help Amplify Its Direct to Consumer E-commerce Offerings for Its Brand Partners
- Quadient’s Cloud-based Software Business Experiences Strong Adoption with Growth in New Customers and Usage
SalesTech QnA with the Expert
As any salesperson knows, lead generation—in any industry—can be overwhelming. For example, Zillow sells 32 million leads per year, but there’s only about six million home sales; there’s just an abundance of leads. This results in sales teams’ biggest challenge: engagement and follow up. Crafting a personalized follow up message is hard, and salespeople don’t want to pester prospects. Follow up is made more challenging when sales teams are using bad data that has outdated information and impedes salespeople from making the right connections, creating more frustration. It’s crucial that sales teams are leveraging data that combines personal and professional information so follow up processes are more streamlined and lead to connection, conversation and, hopefully, a sale. –Michael McGowan, Senior Vice President of Sales and Account Services at Aidentified
Top Sales and SalesTech Articles on Sales Commissions, Territory Management for Sales, How Webinars Can Help in B2B Sales
- 4 Ways Leaders Can Leverage Incentives and Win the Talent War for Sales Reps
- Product sellers: Are you still using legacy tech? Here’s how to leverage the right talent for ultimate growth
- Lead Routing is Just the Tip of the Territory Management Automation Iceberg
- 04 Impactful Ways to Drive your B2B Sales Revenue with Webinars
- Key Differences Between BPOs, IVRs and Voice AI, what tech suits your contact centre the best, examples of tools, etc