Covid-19 has changed the game for B2B buyers and sellers. While sales and marketing leaders are now busy adopting to the new normal, several others are strengthening their overall remote selling tactics and techniques to drive business continuity efforts.
Here are some of the latest sales tech highlights, from the week that went by:
SalesTech Quote-of-the-Week!
If your goals aren’t concrete and quantitative, it’s impossible to reach or exceed them. From there, you need to have a deep understanding of your customer. How do they operate, how do they typically make decisions, and where is there common need to improve? These all need to be documented and top of mind for each salesperson. The last should be an established management structure and leadership team that can show salespeople the right path to success without forcing a specific right way of doing things.
Sales Tech Guest Post of the Week
In many organizations, the relationship between the pricing team, deals desk team and the sales team ranges from collaborative, to healthy tension, to downright adversarial. Like almost everything, getting to the bottom of it is all in the perspective. I’ve led teams in CPQ and pricing software, held sales roles, as well as pricing and consulting roles and I’ve seen this through multiple lenses. With this experience, I thought it would be valuable to dissect why pricing matters to sales. Catch more on – Why Pricing Matters to Sales.
Top Sales Tech News of The Week
- PagerDuty Appoints New Chief Customer Officer
- Demandbase Extends Leadership Team To Drive Product Vision
- Merkle RMG Appoints Phil Yamamoto As President
- Impartner Ushers In A New Era In Partner Management
- LinkSquares Announces First AI-powered Enterprise End-To-End Contract Lifecycle Management Platform
- Facebook Audience Network And AppsFlyer Launch First-To-Market Campaign-Level In-App Advertising Measurement
- AspireIQ ‘Boasts The Best All-Around Current Offering’ In Influencer Marketing Solutions Evaluation
- CloudKettle Adds Salesforce MVP Eliot Harper
- Ecrion Enhances Its Customer Experience Platform Providing More Customization
- Merkle Launches Performance Marketing Lab
- IFOLIO Announce New Partnership With Twilio
- Thought Industries Appoints Michael Jahoda As Senior Vice President Of Professional Services
- Amazon Veteran Peter Kearns Joins Buy Box Experts Team
Sales Tech QnA with the Expert
Time is the one finite thing we have. If you’re spending a lot of time doing administrative tasks, then you’re not selling. One of the things that sales operations can do to ensure their sales teams are being productive is make sure that the CRM system is set up in a way that automates as much as possible and collects as much data as possible to limit the amount of manual or administrative work that’s required. Catch the complete interview.
Bonus Read
From The Team at SalesTechStar
- Account-based marketing has proven to be effective for teams in tech marketing. Is Account-Based Marketing The Best Thing For Sales? Find out!
- Here Are A Few Tools Worth Mastering If You Handle Social Media Marketing
