Follow the leaders
Follow the leaders
Unless it’s walking off a cliff or drinking Kool-Aid, following a leader is usually a smart decision. This is especially true when the stakes are high – like when you need to empower your revenue team to excel in a hybrid work world. If you happen to be in this situation, finding the right sales engagement platform for your business is probably on your to-do list. Fortunately, finding leaders is what Forrester does best. If you haven’t yet had a chance to check out the newly released “The Forrester Wave™: Sales Engagement Platforms, Q3 2022,” Forrester principal analyst Seth Marrs breaks down the key takeaways on his blog.
Lucky and wrong
Investing in cryptocurrency, finding love on Nextdoor, and trusting sales forecasts. If you’ve had success with any of those, consider yourself lucky. Gartner backs up that last point. In a recent blog post, Gartner VP Analyst Steve Reigberg relays a popular saying in sales operations: “There are two types of sales forecasts – lucky and wrong.” That’s a very defeatist point of view, and Steve isn’t having it. As a sales leader, you’re not powerless in this situation. According to Gartner, there are “3 Metrics to Hold Sellers Accountable for Forecast Accuracy.” You may never get to perfect, but these tips will get you a lot closer without any help from lady luck.
Here’s the good news: 87% of employees report being productive in today’s hybrid working environment. And now the bad news: 85% of leaders don’t believe them. When you have leaders who don’t know how to measure productivity, and workers who are working frantically to prove they’re being productive, it can lead to only one thing: “productivity paranoia.” That’s according to new research from Microsoft on hybrid working titled “Empowering your workforce in economic uncertainty.” As for whether reading about this new research on the Nasdaq blog is productive or not, it depends on who you ask.
IN THE GROOVE
A few weeks ago, you might remember that we announced our strategic partnership with Clari, the leader in Revenue Collaboration & Governance. Actually, whether you remember or not, you’re going to want to check out these new insights from an industry expert. Michael Levy recently shared his perspective on our partnership with Clari. He breaks down how companies can improve sales execution, drive greater consistency, and act on key insights to stop revenue leak with this partnership. Get the scoop on the hottest news in sales engagement and revenue intelligence on GZ Consulting.
LEARN SOMETHING NEW
More is not always better
The more the merrier, right? Having millions of options to choose from seems great, but science says that we become less decisive and happy as options increase. That’s why picking a new movie to watch on Netflix or ordering food from a four-page menu can feel so overwhelming. The same is true in sales. With new sales tech popping up every day, it can be hard to decide which tech to add or drop, especially on a strict budget. If you need a little help, Accord CEO Ross Rich has come up with six questions you should be asking yourself when evaluating your sales tech stack. Don’t wait until you’re neck-deep in tech; get your tech stack in order today.
Communication is everything. Sure, back in the days before the pandemic, a lucky few might have been able to close the deal solely on their good looks and charisma. But, the age of good-look-coasting has come to a halt in the digital world. Today, sellers need to become apt communicators to influence decisions. Not sure how communication is influencing your sales strategy? Amy Franko, a leader in sales strategy and sales leadership, breaks down the communication trends changing sales strategy and how to optimize results on her blog. Don’t be all talk and no action, check out these tips to get your team closer to closed-won.
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