Many companies kick off the calendar year by bringing their sales team (and sometimes sales support staff) together for a few days of planning, practicing and pumping the team up. Sales kickoffs set the tone for the rest of the year, which is why it’s critical to make the most of them. Our latest Focus Report takes a closer look at how to put together an impactful kickoff that provides significant ROI. Experts and sales leaders we spoke with share insights on: The key ingredients for the most effective sales kickoffs Why recognition and celebration are essential components of kickoffs Why you should avoid virtual kickoffs at all costs Why the voice of your customers should be highlighted at your kickoff Strategies for smarter territory planning

It’s 2024 - Are You Comfortable with Your Technology Prowess? CRM, CMS, AI… The acronyms alone that are attached to the technology tools used in B2B sales and marketing are enough to make your head spin. The latest Focus Report from Sales & Marketing Management looks at developments in key areas of tech usage, including marketing technology (martech) trends, technology for training and cloud-based content management solutions (CMS). Staying on top of sales and marketing technology trends is essential to remain competitive in today’s B2B sales environment. We stay connected with the experts whose job it is to monitor these trends. Our Focus Report, "Tuning In and Turning On: Maximizing Technology in an Ever-Changing B2B Sales World," is part of this ongoing effort.

AI FYI: How the Technology Is Impacting B2B Sales and Marketing If you’ve got a handle on how to incorporate artificial intelligence into your sales and marketing efforts, you’re doing better than most. Many of those who have poked extensively under the hood of the emerging technology say that incorporating it into B2B practices will be a process that could take years. That doesn’t mean you shouldn’t pay attention now and even begin to introduce AI-driven tools into your go-to-market strategies. Our latest Focus Report explores how to maximize the capabilities of AI in marketing and sales while remaining conscious of potential problems AI can create. How is AI impacting hiring decisions? Why do six out of 10 marketers using AI confess to experiencing minimal impact on their marketing efficiency and effectiveness thus far? Is there a roadmap for incorporating AI into B2B sales and marketing processes?