By reading our B2B Sales and Marketing Insights, you’ll find fresh thinking, innovative strategies, and practical advice to drive sales performance, marketing impact, and ROI within your organization.
Should Sales or Service Delivery Manage The Account?
If there’s friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The solution can be straight-forward if your company is willing to apply the “if this, then that approach.”
How To Shorten The Sales Cycle
Shortening the sales cycle helps grow revenue when salespeople reach more prospects, and reduces the chances of things going wrong during the process. Salespeople must cultivate confidence and courage to apply actions that many of their peers already learned.
Selling to the CIO – How To Get To The CIO
The CIO job has become increasingly more complex and pressurized as they face implications of cloud strategy and deployment, cybersecurity, machine learning, edge computing, Internet of Things, regulatory compliance, and cost pressures.
Diagnosing Sales Performance Issues
Tenured B2B sales professionals are trained to recognize gaps between a prospect’s or client’s desired state versus current state. Diagnosing the causes and nature of problems and challenges is the first step to helping a client achieve their desired state. Click here to learn more…
Account Management Tips: Getting Beyond Your Primary Contact
If you or someone on your team manages an important customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Click here to learn our account management tips for getting beyond your primary contact.
How To Present A Value Proposition At The First Meeting
The faster you communicate sales value, the better. Communicating value to your potential clients at the first meeting takes practice. If you are looking how to present a value proposition in the first meeting, look no further. This 5 step guide hits the must-know points for your initial SVP.
Top Four 2020 Sales Productivity Tools
Are you always looking for sales productivity tools to get more done in less time? These four cost effective 2020 Sales Productivity Tools prove their value time after time, all of which I personally use to maximize productivity. It’s The New Decade. Get In The Game.
Sales Training Tips 2020 – Where To Start?
Many companies today decide to invest in salesperson training with expectations that the training will help solve problems that can’t practically be solved by salesperson training. Click here to learn why these companies might need to reassess:
Popular B2B Articles: Top 5 Shared This Year
As 2020 approaches, I’ve taken time to look back into some of the articles I’ve shared with you this year. If you’ve missed the popular B2B articles I’ve shared with you, no worries. I’ve recapped the Top 5 Most Popular B2B Articles I shared in 2019.