by Bob Junke | Jun 4, 2019 | Blog
Seller-Educated Buyers Until the early 2000’s one type of buyer dominated the B2B landscape. Particularly in complex business situations, these were buyers who had problems that were difficult to solve. Consequently, there was fairly heavy reliance on a sales person...
by Bob Junke | May 4, 2019 | Blog
Because of the capabilities and impact of the Adventace Sales Management System, we have been nominated as one of the Top 20 Sales Technology Solution Providers 2019 by CIO Review. They said, “Like any other arena, the Sales Technology landscape is flooded with...
by Bob Junke | Apr 24, 2019 | Blog
The Sales Enablement Effectiveness Gap In their joint study Heinz Marketing and Highspot concluded that, “New research shows a massive gap between the importance and effectiveness of Sales Enablement.” They affirmed that gap in their follow up study when they said,...
by Bob Junke | Mar 15, 2019 | Blog
A key element of sales enablement is providing sellers with relevant and useful content in a timely manner during the sales process. And most sales organizations spend a lot of time and effort to do just that. However, according to SiriusDecisions, “60 to 70 percent...
by Bob Junke | Feb 6, 2019 | Blog
Laggard Metrics Many sales organizations manage only to “laggard” performance metrics, such as quota achievement. And yes, we all know and agree that quota achievement is very important. However, in terms of improving a sales professional’s performance, it is a...
by Bob Junke | Feb 3, 2019 | Blog
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