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.
The 2022 Top Sales Leader Resolution
Six Essential Steps to Improve Your Sales Team Prospecting Results: Provide Salespeople With a Survey to Self-Assess Skills Meet with Your CRM Team Facilitate a Discussion with Marketing Refresh or Develop Training Conduct a Prospecting Workshop Insist & Inspect...
2022 Q1 Sales Execution Tips
2022 Q1 SALES PLAN EXECUTION TIPS Prioritize Make Action Plans Weigh Yourself Often (Metaphor) This is my last 2-Bullet Tuesday for 2021, so you can focus on finishing out the year strong. We'll be back the second week of January. Until then, I am wishing you and...
Leader’s Guide to MQLs and SQLs
Four Simple MQL & SQL Tips for B2B Leaders Inquiries are First Leads Aren't Always Potential New Logos Marketing Qualified Lead (MQL) definition & criteria is a joint responsibility Sales Qualified Lead (SQL) means the salesperson connected with the lead, then...
Simplifying Marketing Attribution for Business Leaders
What Business Leaders Need to Know to Simplify Marketing Attribution Marketing Influence provides a consistent and reasonable framework that the leadership team can rely on. Associating Contacts to an Opportunity should be mandatory Determine the period for...
Dynamic Opportunity Scorecard For Top-line Growth
Dynamic Opportunity Scorecard FAQs Why use a Dynamic Opportunity Scorecard? What is the Dynamic Opportunity Scorecard? What are the Outcomes of the Opportunity Scorecard? What does a Dynamic Opportunity Scorecard look like? A Dynamic Opportunity Scorecard is a...
How to Make More Time for Sales Coaching
5 Tips to Help You Make More Time for Sales Coaching Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching sessions. Get aligned with your sales team’s travel schedules, time zones, personal lives, etc. Start...
Fixing Net Promoter Score Frustration
7 Common Frustrations of Fixing NPS Scores Relying only on the NPS Score at the expense of actively and formally asking for customer feedback. CRM is not the sole source and repository of NPS Contacts. Don't identify decision-makers vs. day-to-day contacts. Overlook...
There’s No Q5
There are sixty-one working days left for those of us on a calendar year-end. If you're sweating whether you'll achieve your goals, you might be wishing for a Q5. In my experience, if you are sweating Q4, the highest percentage option is to focus on a defined list of...
Look Beyond The Number of Contacts In The CRM
Considerations for thinking differently about managing lead and contact CRM records: Users tend to import more contacts than they can follow-up on Company before individual They've left the company Titles can be deceiving Meaningful activity is a leading indicator...