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.
There’s No Q5, So Prioritize
If your organization is on a calendar year-end, 64 working days are left. If you’re sweating about achieving your goals, you might wish for a Q5. In my experience, if you are sweating Q4, the highest percentage option is to focus on a defined list of deals that will...
B2B Selling – Discovering the Cost of Change
Salespeople often overlook the most significant consideration for a customer or prospect to say “Yes” to their proposal – The Risk and Cost of Change. Empower your sales teams to strategically discuss the risk of change early in the sales cycle. This proactive...
Accelerating B2B Revenue Part 1: Measure Your Pipeline Size From The Best Prospects
This year, many B2B firms need help meeting or exceeding their sales and revenue targets. This three-part series outlines high-impact initiatives that can have a durable impact on revenue growth. "Data, I think, is one of the most powerful mechanisms for telling...
Four Tips to Shorten the B2B Sales Cycle
An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success.So, how do you shorten the B2B sales cycle?There are many factors to consider, but here are four tips that are sure to make an impact in shortening the sales cycle. So...
Diagnosing Sales Performance Issues Sooner
B2B sales professionals recognize gaps between a client's desired and current state.So why do sales leaders often skip the diagnostic part when diagnosing sales team performance issues and instead focus solely on the results versus quota at the end of the year?It's...
How To Proactively Reduce Customer Churn
The economy appears buoyant for some industries, yet many companies are experiencing customer defections and revenue loss at a rate that concerns the C-suite.Line of business and sales leaders readily offer reasons for losing a customer or revenue stream, but they...
Prioritize Sales Manager Enablement For Better Sales Results
When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement.Traditional thinking tells us to focus on salesperson investments because they represent the larger population and...
Sales Manager Essential For A Better Sales Forecast
Achieving consistent and reliable sales forecasts depends heavily on the sales manager's competencies in conducting 1:1 sales pipeline reviews with their team.Pipeline management and forecasting are different, yet many firms focus most of their attention on the...
Avoid “My Mess for Less”: The Outsourcing Transformation Framework
Many years ago, a trend in IT Outsourcing was coined "my mess for less." It was a simple arbitrage of moving functions to a 3rd party provider with lower fixed and variable costs.In outsourcing businesses beyond IT (logistics & transportation, facility management,...