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Sales

Why Prescriptive Insights Are Redefining Sales Intelligence

Sales intelligence — the ability to use data to inform key decisions, coaching opportunities, and prospect profiles — has fundamentally changed the profession. As data and technology mature, the ready availability of sales intelligence has...

Building a Quote-to-Cash Process

A 2012 study by Capgemini found that streamlining the quote to cash process was responsible for a 35 percent reduction in wrong or duplicate orders, and a 15 percent increase in sale volume for reps. The exact steps and their breakdowns will differ...

Lincoln Murphy: Weeding Out Your Bad-Fit Customers

This special edition of B2B Nation live from the 2017 Revenue Summit features Lincoln Murphy of Sixteen Ventures. Murphy's labor of love is helping companies grow by focusing on their most valuable asset: the customer We discussed: Defining w...

5 Outbound Sales Strategies to Increase Revenue

Despite calls to the contrary, outbound sales is far from dead. Inbound sales might be "easier," but it won’t always bring you the right kind of customer or enough customers to increase your overall revenue. ...