David Clement’s Post

Sales leaders, let's talk forecasting. We all know it's crucial, but how many of us are truly confident in our predictions? Gartner reports that over 50% of sales leaders lack faith in their forecasts. In today's volatile market, that's a risky position to be in. The forecasting game has evolved, from leveraging AI for multivariable analysis to fine-tuning pipeline stage probabilities. But are we evolving with it? Our new article breaks down modern B2B sales forecasting techniques that can seriously improve your predictions. We cover smart ways to use data, reduce guesswork, and get more reliable results. Want to make your sales forecasts sharper and more useful? Check out our link to learn how you can upgrade your forecasting game and make better business decisions. 👉 https://lnkd.in/dETSqZrN #SalesLeadership #B2BForecasting #Sales #SalesOperations

Today’s customers expect a high level of personalization in sales content. Explore how Lenovo embraced generative AI as a teammate, not just a tool, to personalize sales content at scale, freeing up time for sellers to prioritize customer connections in this latest report by Gartner. #GartnerSales #B2B #Sales #SalesInnovation

Today’s customers expect a high level of personalization in sales content. Explore how Lenovo embraced generative AI as a teammate, not just a tool, to personalize sales content at scale, freeing up time for sellers to prioritize customer connections in this latest report by Gartner. #GartnerSales #B2B #Sales #SalesInnovation

Today’s customers expect a high level of personalization in sales content. Explore how Lenovo embraced generative AI as a teammate, not just a tool, to personalize sales content at scale, freeing up time for sellers to prioritize customer connections in this latest report by Gartner. #GartnerSales #B2B #Sales #SalesInnovation

Today’s customers expect a high level of personalization in sales content. Explore how Lenovo embraced generative AI as a teammate, not just a tool, to personalize sales content at scale, freeing up time for sellers to prioritize customer connections in this latest report by Gartner. #GartnerSales #B2B #Sales #SalesInnovation

Economic uncertainty, disruptive technology, and the need for enterprise-wide collaboration are shaping how the best B2B sales organizations will lead sales success in 2024. In this context, chief sales officers' top priorities for 2024 should be: • Collaborating with the C-suite to impact business results • Positioning AI to improve seller productivity • Adjusting the seller talent profile during a “slowcession” Chief sales officers (CSOs) can use this research to stay ahead of major trends and lead their teams toward a successful future. #chiefsalesofficers #cso

Just as engineers fine-tune their tools to ensure accuracy and reliability, marketers must calibrate their event scoring to avoid biases. ⚖️ The key ways to effectively limit bias in event scoring are to use a more inclusive set of data points, regularly review and adjust scoring criteria, and make sure the scoring model aligns with the overall objectives of the marketing and sales departments. Optimize your scoring system to snuff out biases and make it more aligned to successful outcomes by taking these steps: 🔎 Analyze Successful Buyer Journeys: Start by zooming in on 10 successful buyer journeys to identify what activities are typically involved in successful conversions. Look for patterns and metrics in these journeys, such as the number of web page visits or specific actions like attending webinars or demos. ☝️ Assign Relative Scores to Different Activities: Based on the patterns you identify, assign relative scores to different activities; the more frequently an activity shows up in successful journeys, the higher the score it might warrant. Use your analysis to establish a scoring scale (e.g., 1 point for basic interactions, 100 for critical actions). 🤝 Align the Marketing and Sales Teams’ Perspectives: To make sure your scoring model meets marketing and sales needs, reflects organizational goals, and resonates with daily decision-making processes, seek both teams’ input on what constitutes a successful customer journey. 💭 Recalibrate and Adjust the Model: Continuously reevaluate and refine your scoring model, anchoring adjustments and understanding key insights derived from successful buyer journeys. Guide the process with ongoing feedback from both sales and marketing teams. Learn more here: https://bit.ly/4eDL9G5 #Marketing #DataDriven #SalesOps

It's an intense time to be a #B2B revenue leader. Mounting competition. Evolving customer expectations. Mounds of data. Fragmentation and silos. Not to mention rising internal expectations to achieve growth, faster. If you want to join some like-minded C-suite leaders and marketers unpack what it takes to drive growth under pressure, check out this 1-day event in early Sept in Boston hosted by the MarketBridge and the Association of National Advertisers. (And if you're interested in attending, let me know, I might have an in for you :-)!). Speakers will include Harvard professor and former CMO of Athena, Dave Edelman, Saima Rashid from 6sense, Tasha Johnson from Graebel, Meredith Fuller, Amy Grucela, Mike Kelleher, plus speakers from PTC & Lincolnfin Corp. https://lnkd.in/gzbGCE7T #GTMConsulting + #B2Bmarketingagency

Curious about the impact of Thought Leadership in B2B sales but intimidated by the complexity and time commitment? You're not alone. Many find it challenging, yet 54% of decision-makers admit it directly influences their purchasing decisions. Join our series to discover how AI simplifies this process, making Thought Leadership accessible and manageable. Learn to leverage this powerful tool without the overwhelm. Stay tuned! #AIEnabled #ThoughtLeadership #B2BSales

Webinar Alert for my Maltese network! Further to the research article I posted yesterday, join this Gartner webinar to understand how technology is altering the sales landscape. The challenge for B2B sales companies is finding new ways to: - Grow revenue - Reduce costs - Expand market share - Minimize risks Watch Gartner's on-demand webinar to learn how B2B sellers can use generative AI to tackle these challenges. #GartnerSales #B2B #GenerativeAI