Resources for increasing Sales Productivity | Demandbase https://www.demandbase.com/resources/resource_category/sales-productivity/ Discover how Account-Based Marketing drives success for your B2B marketing. Mon, 21 Apr 2025 17:25:42 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.2 https://www.demandbase.com/wp-content/uploads/2024/07/favicon-150x150.png Resources for increasing Sales Productivity | Demandbase https://www.demandbase.com/resources/resource_category/sales-productivity/ 32 32 How Palo Alto Networks Transformed Lead Management with Demandbase https://www.demandbase.com/resources/case-study/palo-alto-networks-lead-management-success/ Fri, 18 Apr 2025 18:37:58 +0000 https://www.demandbase.com/?post_type=case_study&p=43140 Discover how Palo Alto Networks transformed their lead management using Demandbase, increasing closed-won rate by 17%, growing deal sizes by 2.3x, and accelerating opportunities by 17x. Learn their strategies for better sales and marketing alignment.

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]]> How AI Automation Doubled Our SDR Opportunity Creation https://www.demandbase.com/blog/ai-tools-double-sdr-opportunity-creation/ Sun, 13 Apr 2025 05:40:06 +0000 https://www.demandbase.com/?post_type=blog&p=44259 Discover how our SDRs achieved 2x more sales opportunities by combining signal-based ABM tools with AI automation, reducing research time and increasing productive sales activities.

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]]> Top Women in Sales Share What’s Working in 2025 https://www.demandbase.com/resources/ebook/women-in-sales-2025/ Fri, 11 Apr 2025 18:53:24 +0000 https://www.demandbase.com/?post_type=ebook&p=44188 The post Top Women in Sales Share What’s Working in 2025 appeared first on Demandbase.

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]]> Taylor Hatfield on How Authenticity Wins in Modern Selling https://www.demandbase.com/resources/podcast/taylor-hatfield-on-how-authenticity-wins-in-modern-selling/ Thu, 03 Apr 2025 14:09:25 +0000 https://www.demandbase.com/?post_type=podcast&p=43788 Taylor is a former collegiate teacher and softball coach who fell in love with sales and recruiting, and eventually became a sales leader in the copier industry. Fast forward to today, she is able to combine that experience to help create clarity in selling, through engaging content, and fun story-telling, while getting to the “real…

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]]> Taylor is a former collegiate teacher and softball coach who fell in love with sales and recruiting, and eventually became a sales leader in the copier industry. Fast forward to today, she is able to combine that experience to help create clarity in selling, through engaging content, and fun story-telling, while getting to the “real stuff” with heart and an energy that inspires change. She helps bridge the gap between desire for results and seeing them come to fruition through simplifying complex problems into actionable steps.

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]]> Boost Sales Win Rates: Multithreading Guide https://www.demandbase.com/resources/report/multithreading-sales-guide/ Tue, 01 Apr 2025 19:35:00 +0000 https://www.demandbase.com/?post_type=report&p=43707 The post Boost Sales Win Rates: Multithreading Guide appeared first on Demandbase.

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]]> Mastering Account-Based Sales Virtual Event https://www.demandbase.com/resources/event/mastering-account-based-sales-virtual-event/ Mon, 31 Mar 2025 18:19:07 +0000 https://www.demandbase.com/?post_type=event&p=42302 Join top sales leaders on May 6 for a virtual event on Account-Based Selling. Learn how AI, automation, and multichannel engagement can help you prioritize accounts, personalize outreach, and accelerate deal cycles. Register now!

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]]> Account Engagement Agent Overview https://www.demandbase.com/product-tour/account-engagement-agent/ Thu, 27 Mar 2025 21:46:06 +0000 https://www.demandbase.com/?post_type=product_tour&p=43624 Learn how the Account Engagement Agent works to save sellers time on account research.

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]]> Identifying Top Accounts with Pipeline Predict https://www.demandbase.com/blog/pipeline-predict-ai-driven-account-scoring/ Thu, 27 Mar 2025 16:41:33 +0000 https://www.demandbase.com/?post_type=blog&p=43500 Discover how Demandbase's Pipeline Predict uses advanced AI and machine learning to help B2B sales and marketing teams accurately identify and prioritize high-potential accounts for faster, more efficient pipeline growth.

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]]> The Undeniable Impact of Account Tiering for a Modern ABM Strategy https://www.demandbase.com/blog/account-tiering-impact-abm-roi/ Tue, 04 Mar 2025 16:00:25 +0000 https://www.demandbase.com/?post_type=blog&p=25517 Not all target accounts are weighted equally. Learn how Demandbase can help improve your ABM strategy with better account tiering.

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]]> The Real Sales KPIs That Drive Business Success https://www.demandbase.com/resources/podcast/real-sales-kpis-drive-business-success/ Thu, 13 Feb 2025 16:56:21 +0000 https://www.demandbase.com/?post_type=podcast&p=40714 About the Guest Abhishek Damani leads sales enablement for Industrial markets business at Cummins Inc., where he’s responsible for driving sales functional excellence by implementing tools and creating resources, training, and KPIs to improve sales teams’ productivity. Cummins Inc. is a global power solutions leader helping its customers successfully navigate the energy transition with its…

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]]> About the Guest

Abhishek Damani leads sales enablement for Industrial markets business at Cummins Inc., where he’s responsible for driving sales functional excellence by implementing tools and creating resources, training, and KPIs to improve sales teams’ productivity.

Cummins Inc. is a global power solutions leader helping its customers successfully navigate the energy transition with its broad portfolio of products. The products range from advanced diesel, natural gas, electric, and hybrid powertrains and powertrain-related components. Headquartered in Columbus, Indiana (U.S.), since its founding in 1919, Cummins employs approximately 75,500 people committed to powering a more prosperous world.

Connect with Abhishek Damani

Key Takeaways

  • Aligning Sales KPIs with Business Goals is Crucial: Measuring only revenue growth can create misalignment with broader company objectives like profitability or market expansion. Sales teams must tailor their KPIs to reflect business priorities.
  • Traditional Sales Metrics Have Blind Spots: While win rate and sales velocity are important, they fail to capture long-term trends like customer sustainability goals, industry shifts, and regional sales discrepancies.
  • Four Steps to Defining Impactful KPIs:
    • Understand strategic and operational business goals.
    • Identify KPIs that track progress toward those goals.
    • Determine how sales contributes to those metrics and what data is required.
    • Measure progress and drive accountability.
  • AI is Enhancing Sales Processes: From summarizing meeting notes to tracking customer engagement and automating administrative tasks like expense reporting, AI is freeing up valuable time for sales teams.
  • Bridging Sales and Marketing with Data: Cummins uses a structured business planning process to ensure sales forecasts align with market trends, breaking silos between sales, marketing, and engineering teams.

Quotes

“If KPIs don’t align with company goals, everyone gets frustrated. Sales meets their numbers, but leadership still isn’t happy.”

Tech Recommendations

  • reMarkable Paper Tablet – A digital notebook for handwritten notes and organization.
  • AI-Powered Meeting Note Summarizers – Automating administrative tasks like note-taking and action item tracking.

Resource Recommendations

Books:
Podcast:

Shout-outs

  • Gbile Adewunmi – Vice President – Power Systems Industrial Markets at Cummins Inc. known for his global business insights.
  • Erica Baird – Executive Director at Cummins Inc. and a passionate and customer-driven leader.
  • Raj Jakhete – Abhishek’s mentor and inspiration in business leadership.

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