Seth Marrs

This blog provides an overview of what generative AI is — and what it is not — for B2B sales organizations.

Quota attainment is consistently used as a sales performance metric but is misunderstood and should not be used as an indicator of sales success. Read this blog to understand the reasons for quota attainment challenges and why different measures should be used.

Many companies adore their top-performing sellers and treat them like elite athletes. They literally have days of celebrations to reward their success. In the sales world, we call these President’s Club trips. While this reverence has merit, it has also created a double standard that limits company performance. Reverence for top sellers often leads to […]

In the past tumultuous year, cash flow into sales technology companies dried up. How were vendors and customers impacted?

Have you considered buying a revenue operations and intelligence (RO&I) or sales engagement platform? If so, you’ve likely seen vendors touting the benefits of their native Salesforce capabilities. That’s a good thing, right? Most clients I’ve spoken with believe a native application is a positive feature. Vendors know this and look for any opportunity to […]

From 2020 to 2021, we saw a renaissance in sales technology. COVID-19 forced sellers to work from home, leaving no choice but to adopt new technologies to do their job. In addition, low interest rates provided an almost unlimited supply of funding to help sales technology companies solve this challenge. Investors funneled almost a billion […]

The Forrester Wave™ evaluation covering sales engagement vendors in 2020 was released at a point during the COVID-19 epidemic when sellers could no longer visit customers and 53% of white-collar workers were planning to work from home for the foreseeable future. One year later, the Forrester/Human Resource Executive© Magazine Q3 2021 US HR Decision-Maker Survey […]

Clari is a sales technology provider that helps sales teams streamline operations and improve revenue predictability. Traditionally, it has stayed away from deeper revenue intelligence capabilities that focus on interaction execution, preferring to aggregate that information from other tools and present it in Clari. The Wingman acquisition is a shift away from this approach, as […]

New tools that automate data capture from buyer-seller interactions will unlock a plethora of benefits for sales organizations.

In this fast-moving sales technology environment, the sales engagement feature set has never been more valuable. Our new research provides insight into what the future may hold.

When you’re tracking B2B opportunities, some will inevitably take a detour. Learn how to manage those opportunities to successfully reengage these potential deals.

Advanced analytics are changing sports as teams collect data that provides insights about the opposing team, its players, and in-game opportunities. These insights only work, however, if the players take advantage of them during the game — in the moment. The three-point shot in the NBA is a great example. Obviously, scoring three points is […]

Just a small fraction of sellers use CRM stages to manage deals. So why do companies continue to pay so much for tools that go unused?

Ask sales technology vendors these three questions to determine if their solutions can go beyond forecasting and provide insights that will help you consistently hit sales targets.

Revenue organizations need to work together to optimize human and digital interactions with buyers, rather than restricting functional groups to “their” position in the buyer’s journey.

Sales compensation plans have not kept up with the realities of how B2B sales are won. This will change as insights are increasingly folded into the compensation planning process.

Use the four stages of annual compensation planning to maximize the effectiveness of your plan today and in the future.

Buyers who conduct online research provide better signals than what sales reps can get through direct interaction alone. Learn how to translate this data into recommended next steps.

Compensation is important — but it isn't always the primary sales motivator. Evaluate these three factors to determine the true impact of commission.