Why Sales Leaders Need to Digitally Transform Their Teams

Three key trends are driving the need for sales leaders to digitally transform their organizations. First, b-to-b buyers are conducting more of their purchase journey in the digital arena and demanding the same kind of frictionless and seamless customer experience they enjoy as consumers. Second, the subscription economy continues to grow rapidly, as consumers and b-to-b buyers want the ability to try products, pay for them monthly, and turn them off quickly if they’re not receiving the expected value. Third, data is widely available – therefore, buyers expect highly personalized interactions from sales. B-to-b organizations that can respond to these trends by reimagining their buyer and customer processes will enjoy a sustained competitive advantage. But what is a digital sales transformation, and what are the key tenets underpinning a successful one?

Spotlight

GOM Metrology

GOM develops, produces and distributes software, machines and systems for industrial and automated 3D coordinate measuring technology and 3D testing based on latest research results and innovative technologies.

OTHER ARTICLES
Market, Engineering Tech

Pulumi 2.0 Delivers Cloud Engineering Superpowers to Developers

Article | July 11, 2022

Cloud Infrastructure and Engineering Leader, Pulumi announced version 2.0 of its platform. The new version comes equipped with policy, testing, and architecture as code to infrastructure provisioning. The users are calling these updates as superpowers that the company has added to the platform. The new capabilities of Pulumi 2.0 enable developers to accelerate application delivery and infrastructure to any private, public, or hybrid cloud with increased confidence and built-in governance.

Read More
Engineering Tech

What is Environmental Engineering?

Article | August 25, 2021

Environmental regulations are tightening, resource extraction sites are nearing the end of their useful lives and must be cleaned up, and the list goes on. Environmental engineers are needed to take advantage of these career opportunities in order to ensure that human impact on the environment is sustainable. But exactly what is environmental engineering? What is Environmental Engineering? Environmental engineering entails both the protection of people from the environment and the protection of the environment from people. Environmental engineers, for example, help to protect people's health from the effects of pollution by designing pollution mitigation systems. When an environmental engineer, on the other hand, designs a system that treats waste to ensure that any spills into groundwater are less toxic, they are protecting the environment from the negative effects of humans. Environmental engineers rely on knowledge from a variety of disciplines, including chemistry, geology, physics, biology, soil science, and others, to complete their work; it is a highly interdisciplinary field. In which industries can environmental engineers work? Environmental engineers work in a wide range of industries and for a wide range of companies due to the wide range of tasks they perform. In this section, we will look at some of the most common areas in which they work. Oil, mining, and forestry are all resource industries that have a significant environmental impact. Companies in these industries frequently hire environmental engineers to minimize the impact these industries have on the environment in order to comply with government environmental regulations. For example, in the mining industry, an environmental engineer may be hired to treat mine waste to make it less toxic. Many environmental engineers go on to work for government agencies, assisting in the verification of companies' compliance with environmental regulations and, in some cases, developing environmental regulations themselves. Public infrastructure projects, such as dams and bridges, are another area where environmental engineers are needed. They are required to ensure that the environmental impact of these projects is kept to a minimum. Environmental engineers are responsible for safeguarding the environment against human impact as well as safeguarding humans against any serious negative effects caused by the environment. They can work in the resource industry, government, education, research, environmental clean-up companies, and engineering consulting firms. Environmental engineers are more needed than ever as stricter environmental regulations take effect around the world and there is a greater need to clean up anything that has a significant impact on the environment.

Read More
Market

Infrastructure Policy Watch: new resilience guidelines from Australia and UK hydrogen strategy

Article | September 27, 2021

Infrastructure Australia outlines new guidance on how to improve infrastructure resilience Infrastructure Australia has released a new set of resilience guidelines for infrastructure, noting that the events of recent years have brought Australia’s vulnerability to threats such as bushfires, droughts, floods, pandemics and cyber-attacks into sharp focus. The Advisory Papers, developed in partnership with Infrastructure New South Wales, estimate that, by 2050, the economic cost of natural disasters in Australia will more than double from about AU$18 billion annually to AU$39 billion. Infrastructure Australia wants infrastructure resilience in project planning and business cases “to become business as usual”. The organisation is required to evaluate business cases for infrastructure projects that receive more than AU$250 million in funding from the federal government and has indicated it may reject proposals that do not effectively incorporate infrastructure resilience.

Read More
Construction

The Top 5 Most Helpful Tools for Architects

Article | May 19, 2021

Creating unique, aesthetically pleasing, and viable architectural designs takes time – but this process can be greatly accelerated with the right tools. Using advanced architectural CAD drafting software, architects can model and visualize any design they can imagine, providing complete freedom.

Read More

Spotlight

GOM Metrology

GOM develops, produces and distributes software, machines and systems for industrial and automated 3D coordinate measuring technology and 3D testing based on latest research results and innovative technologies.

Related News

SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

Read More

Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

Read More

SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

Read More

SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

Read More

Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

Read More

SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

Read More

Events