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Outsider Insights | You Can't Measure AI ROI If You Can't Measure Marketing ROI
Outsider Insights
Across Chief Outsiders, we talk to hundreds of CEOs every month. In this series, we explore the trends and challenges we’re hearing from these discussions – and what you can do if you’re facing the same issues in your business.
Navigating the AI-Enabled Selling Software Landscape
Thu, Oct 3, 2024 — There was a time not so long ago when the tools-of-the-trade for a salesperson were a Rolodex, a landline phone, and a pair of comfortable shoes. Not anymore. Rolodexes of relationships have been replaced by LinkedIn connections, landline phones by synchronized communication streams, and comfortable shoes by online meetings and note takers, all powered by artificial intelligence.
What is AI-Enabled Selling and Why is it Important?
Tue, Sep 24, 2024 — Salesforce’s “State of Sales” report surveyed 5,500 sales professionals earlier this year. Two findings caught my attention. First, sales reps spend only 30% of their time selling during an average week. Second, 81% of sales teams said they are investing in AI. Of those using AI, 41% believe that they have “fully implemented AI.” The remaining 59% range from having no strategy at all, to tinkering with tools.
The CEO Mindset: Resolving Sales Performance Challenges | Part 5
Fri, Jul 14, 2023 — Part 5: Moving Your KPI Levers Into Alignment Managing a sales team can be a lonely job these days. Just a few years ago, the energy in a typical sales office was positively electric. The office reverberated with the sound of ringing phones, demonstrations, strategy sessions, pipeline reviews, and the clanging of the sales bell after a deal was closed.
The CEO Mindset: Resolving Sales Performance Challenges | Part 4
Mon, Jul 3, 2023 — Part 4: Is Your Sales Process Supporting Revenue Growth? At the dinner table, you tend to get immediate feedback when the recipe of the dish being served is not quite perfected. In the business world, where the steaks….er….stakes are higher, it is no less important to have a plan which appropriately combines the ingredients for world-class success.
The CEO Mindset: Resolving Sales Performance Challenges | Part 3
Fri, Jun 23, 2023 — Part 3: Technology Platforms for the Win The market for sales enablement platforms has never been more robust. As companies like yours clamor for clients, revenue, and growth, they’re showering billions on the latest technology tools to help get them there. In fact, a recent report projects that the global market for sales enablement tech will grow at a 15 percent rate over the next five years, topping $9 billion by 2028.
The New Sales Funnel: How to Revitalize Your Messaging to “Wow” Today’s Consumer
Mon, Dec 11, 2017 — For sales-driven organizations, 2017 marked the year that the baton was finally – and permanently – passed to the consumer. This was the year, it was declared, that all of the growing technology megatrends finally gave the consuming public the upper hand in the relationship with marketers. This means that, despite all of the efforts and resources we’ve invested into outbound sales and marketing efforts, heretofore, we’re simply going to find ourselves several paces behind an educated and savvy buying public.
Tuning Your Lead Generation Engine: One Expert’s View on How to Fill Your Funnel in 2017
Thu, May 11, 2017 — The subject of lead generation has always been near and dear to my heart – even more so when I am engaged by companies that are seeking to evolve their business development practices and struggle with where and how to get started. Lead generation has become an increasingly complex landscape to navigate with a plethora of services, solutions media and approaches.
Take the “Path to Closure” to Ensure Forecast Accuracy Success
Tue, Jan 17, 2017 — Only a half a generation ago, we thought we had it made, technology-wise. Getting onto the World Wide Web was as easy as loading up the latest CD mailer from America Online; and we were able to send important messages to beeping little black boxes that resided on our belt clip or purse strap. We truly had it made – or so we thought.
Enabling the Sale: How to Handle Requests for Customer References Without Losing Momentum
Thu, Sep 8, 2016 — Sales and marketing in the B2B space is ever-evolving, often disrupted with new technologies or strategies that revolutionize traditional processes. Sales enablement is a relatively new concept in the B2B sales industry, one that refers to the utilization of training, tools, metrics and marketing alignment to maximize a deal’s potential and close it faster, no matter the product or service.