It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i]

No doubt there is sensational change coming in a tsunami-like fashion to sales and marketing departments in both B2B and B2C companies.  These marketing and sales environments are especially under pressure because as technology gallops ahead, the companies that adapt to change will survive, while those that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.  And the driver of this change is Business Intelligence (BI).

Why it’s important

 “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”

James Obermayer

Yes, fears of change have been expressed before, but none are as urgently as those occurring in today’s marketplaces.   The

Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline - Marylou Tyler Interview on CRM Radio

If your organization’s is driven by B2B sales, MaryLou Tyler (the co-author of the book Predictable Prospecting) will reveal her proven step-by-step process to turn any B2B organization into a high-performance business development engine.  The host is Jim Obermayer

About Marylou Tyler

Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. Her client list includes Apple, Bose, AMA, Talend, CIBC, Prudential, UPS, Orkin, AAA and Mastercard.

She's also co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. It's sold over 60,000 copies and has over 250 reviews on Amazon averaging over 4.3 stars.

And her new book is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.

 When it comes to sales process improvement, Marylou specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. Her unique approach walks clients through a specific 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling).

About Strategic Pipeline

Discussing the Usefulness of BI Applications for Salespeople: John Golden on CRM Radio

 Are BI Apps Confusing or Improving CRM and Sales Revenue?

Business intelligence applications are growing, but are they worth the effort?   We agree that more intelligence is better and the range of options of BI for CRM system is exploding (along with cost) when added to the CRM system as another app.  Is it worth it?  CRM expert and author John Golden, who is the CSO at Pipeliner CRM discusses business intelligence applications and how it is changing CRM. The host is Jim Obermayer.

Why Sales Managers Need to Understand the Murky World of Sales Analytics: CRM Radio

Mike Saliter Tackles the Need for Instant Business Analytics

This show covers:

• Why sales managers need deep dive analytics to understand what is happening in the organization and the market
• Why CRM reports are too simple and can't answer the "WHY" question 
• How a deep dive reporting system helps sales managers understand what happened in the past and what should be done in the future
• Why Sales manager's need to understand the journey at the point of decision which can look at many different data sources (CRM, HR, ERP, Marketing Automation, Expense Reports, etc. )
• How visual analytics contributes to fast decisions