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The Top 10 Margin-Killing Myths About B2B Pricing
Relatively few B2B companies are focusing on maximizing margins and improve profits through pricing. This w...
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Maximize Customer Lifetime Value Using AI
Maximize Customer Lifetime Value Using Artificial Intelligence
How Sales Benefits from Intelligent Prices
Intelligent pricing boosts sales rep performance, this whitepaper explains how.
Best Practices to Close the Strategy-Execution Gap
This PPS webinar explains the challenges in executing pricing and sales strategies in the field, how to prescriptive analytics, and how to give sales reps the action plan they need to sell more.
Lighting Provider Reveals Insights Worth Millions
This short video reveals how one electrical manufacturer armed sales people with the actionable opportunities to close more deals, faster.
How to Grow Smarter in Electrical Products Distribution
This infographic with an electrical parts distribution focus serves up industry statistics, myths that prevent growth and a lights up a new way to grow smarter.
How to Grow Smarter in Building Products Manufacturing
This infographic with a building product manufacturing focus serves up industry statistics, myths that prevent growth and a new blueprint to grow smarter.
Organic Growth in B2B
Distributor Grows Revenue $60 Million
Learn how the company found a way to maximize its share across the entire customer base – and boost revenue by $60 million.
Sales Call Planning: Isn’t there an easy button? (Part 2)
In last Thursday’s post, we discussed how pre-call research can eat up a sales person’s time that might be otherwise spent in front of customers. The more efficient we can make each and every...
Sales Call Planning: Isn’t there an easy button? (Part 1)
In part one of this two-part blog series, Max Ochoa will cover the activities that are distracting sales reps from spending their time with customers.In my time in sales and sales management, I...
How to Get Reps to Execute on Your Sales Strategy in 2017
Recently, I read an excellent post in Harvard Business Review on sales strategy. In it, the author Peter Bergman discusses why executives, despite a rock-solid business strategy, fail to see the...
Top Tips for Smarter Business Growth
In the fast-paced and highly complex environment of B2B, reaching out to peers for smarter business growth strategies is usually the last item to be checked off the list. In addition to quality...
By The Numbers | The Top Blog Posts of 2016
From the wave of artificial intelligence to overcoming price exception requests in your business, the list below ranks the top five blog posts to date, listed by the numbers.No. 5: MRO...
Salesforce CPQ + Zilliant: Less Clicks, More Business
Recently, I read a blog post from Mike Rosenbaum, EVP of CRM Apps at Salesforce, on the acquisition of SteelBrick by Salesforce. One fact he cited jumped out at me: sales cycles can be reduced 28...
Without the Right Price, Sales Loses Confidence
This post on rational pricing was contributed by Zilliant Pricing Scientist Amir Meimand, who will be presenting at INFORMS in Nashville, Tennessee. In this post, Amir explains how rational...
Get Smarter and Survive with AI
Earlier this month, the Zilliant team was out in full force in San Francisco at the world’s largest customer conference – Dreamforce. Now, we’re all back to the grindstone, helping B2B companies...
Ushering in the Era of Intelligence
Ah, Dreamforce. After a whirlwind of meetings, sessions and keynotes, the dust has finally settled on the world’s largest customer conference. This biggest news? Einstein, artificial intelligence...
Three Tips That Get Salespeople to Listen to Sales Ops
This post was contributed by MindBrew Editor in Chief Rafe VanDenBerg and originally appeared on www.sellingbrew.com.When you visit your parents (or other older relatives), do you ever get the...
Three Reasons Sales Ops Shouldn't Focus on Superstars
This post was contributed by MindBrew Editor in Chief Rafe VanDenBerg and originally appeared on www.sellingbrew.com. In any sales organization, the superstars understandably command a lot of...
Navigating the Oil & Gas Downturn