Despite how successful you think your enterprise sales team is, some areas can be improved, some sales processes that can be streamlined, or some redundant sales activity that can be eliminated from the pipeline.

To modern sales teams, these areas of improvement are becoming increasingly hard to identify. Part of the reason is that today’s sales teams are inundated with data from numerous streams and extracting insights is becoming increasingly difficult. The other, more significant part is that sales teams are evolving to become more cross-functional by absorbing analytics and prediction workflows.

All of the above issues mean that enterprise…


Our ability to reach unity in diversity will be the beauty and the test of our civilization. — Mahatma Gandhi

A Boston Consulting Group report showed that companies with below-average diversity scores generated only 26 percent innovation revenue, whereas companies with above-average diversity scores generated 46 percent innovation revenue.

Let’s look at some of the diversity initiatives of some of the largest organizations in the world.

Johnson & Johnson

Johnson & Johnson cares about invests many resources each year to create a better and more inclusive environment. …


Sales teams today are markedly different from those just five years ago. While data has been an integral process of the sales pipeline both then and now, the emergence of finetuned, powerful AI models have completely changed the sales ecosystem.

In light of this, it is essential for enterprises to revisit their sales enablement strategy. Sales enablement here refers to the process of strategically empowering your sales teams with the right resources and context to close more deals.

Apart from being a long-term solution, sales enablement has also proven to increase a company’s deal closure rate by over 16%.

However…


With growing attrition rates, HR teams are revisiting their succession strategies to ensure that their leadership teams are not starved of vital talent for too long.

Strong leadership is indisputably key to business success and organizational health. But with the emergence of startups across industries attracting senior talent with eye-popping incentives, you might often be left with a gap in your team.

It‘s also common to inadvertently let succession planning become an informal process, perhaps even basing it mostly on verbal exchanges among team members. …


To say that the pandemic has altered the talent landscape would be an understatement. Day after day, HR is finding new challenges emerging from under the hood where previously everything was going smoothly.

For example, the dreadful ‘talent gap’ fear has once again reared its ugly head. Analysts predict that the pandemic will leave the talent ecosystem much worse off than previously thought.

Some even predict the IT skills gaps to consume the vast majority of HR teams’ headspace in the immediate period following widespread vaccination and return to the office.

However, return-to-office might just have to wait. Our online…


Robert Half, a staffing firm in D.C. reported that 61% of senior hiring managers from companies with 20 or more employees confessed that the cost of bad hiring is more drastic and more expensive than it was before the coronavirus pandemic.

One of the fundamental flaws in the hiring process is recruitment managers becoming obsessed with the candidate’s experience and past experience in matching the job description of the profile they are trying to fill.

Recruitment consultancies and staffing experts recommend having other team members (from the department that requires the new hire) in the recruitment process. …


While Open Banking took a while to take a firm hold in the financial ecosystem, it seems that it will be the driver of change for the foreseeable future.

Open banking is a banking practice that provides third-party financial service providers open access to consumer banking, transaction, and other financial data from banks and non-bank financial institutions through the use of application programming interfaces (APIs).

Such open sharing of data and resources has been advocated since the early days of the IT revolution. Initially, technology seemed to be a stumbling block. But with the emergence of robust API frameworks and…


The COVID-19 pandemic has undoubtedly altered the talent landscape drastically. Whether it is for good or if these changes are just temporary is yet to be seen. As with all trends, these pandemic-induced trends will also be confirmed or rejected based on employee interest and its impact on bottom lines.

But now is a good time for HR leaders to dive deep and explore what these trends are, examine whether they should be implemented or not, and prepare the workforce to adapt & thrive.

While trends such as remote work and virtual onboarding had already been seeing an increase in…


The utility industry’s challenge is not just to review, optimize, transform existing processes and business models; it is about finding new ways to conduct their business. This space has many players with different challenges, evolutions, technologies, and transformations.

The utility industry is traditionally a slow implementer of technology. But the prospect of making the sector future-proof as competition increases is inspiring the industry to enable the smart infrastructure, processes and meet customer demands with the data it needs.

According to ABI Research, the industry will spend USD 14 Bn a year by 2023 to modernize and build smarter infrastructure. Overall…


Focus can close sales, but focus powered by data can identify the right prospects to turn customers. Deep visibility into sales pipelines allows companies to understand what prospects are facing and their plans during uncertainty, helping sales teams drive focus and efficiency through the sales process.

Here are some ways leaders are closing sales.

Interpret customer impact

The COVID-19 pandemic has impacted all companies in some way, forcing them to pivot. Whether the recent pandemic impacted their business for the better or worse, companies repositioned their messaging or updated their product to stay relevant. …

Draup Platform

Draup is an enterprise decision-making platform for global CXO leaders in sales and talent domains.

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