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.
Time-Saving Tips for Sales Teams
Finding enough time in the day to do all the essential things for a sales professional can be challenging. Between meetings, reviewing leads, coaching, travel, and supporting sales pursuits, it sometimes seems like there aren't enough hours in the day. Most sales...
Initial Value Propositions Made Easy
Building a business case for change is the essence of B2B selling. An initial value proposition enables salespeople to effectively communicate the value (business case) of a potential solution in a manner that accelerates the sales cycle. For...
How to Ensure that Sales Enablement is Enabling the Right Things
Sales enablement is critical for a successful sales organization, but it's not always easy to ensure that sales enablement enables the right things. Recent studies show that less than 40% of enablement initiatives met or exceeded objectives. This blog post will...
Trends Defining the Future of Sales: What You Need to Know to Stay Ahead
Sales teams have had to adapt to many changes in recent years. As a result, sales techniques and strategies must also evolve to stay ahead of the competition. In this blog post, we will discuss three trends defining the future of sales. 1. Execution2....
How to Shorten the Sales Cycle
An experienced salesperson will tell you that the length of their sales cycle is a critical factor to success. So how do you shorten the sales cycle? There are many factors to consider, but we outline some of the most effective methods. So read on if you...
Manager-Rep 1:1 Meetings: Tips and Strategies for Boosting Impact
Sales reps need more than just motivation and support from their managers -they also need actionable feedback and specific instructions for improvement. All too often, sales reps feel like they're on their own to improve their performance. They may not even know where...
Supercharge B2B Email Marketing
B2B email marketing opens, clicks and click-through rates are down, and marketers ask themselves, "Is anybody there?" Email marketing is a powerful tool for B2B companies. It can help you reach your target audience, build relationships with potential customers, and...
Use L-A-E-R For Objection Handling
Sales teams face objections daily. If your first reaction is to respond, you miss unique opportunities to strengthen your business and personal relationships. The key to successfully managing objections is to re-frame the objection as an opportunity to learn...
Coaching – Believe The Hype
Coaching gets a lot of press and hype because sales performance improves with consistent coaching. Most salespeople need sales manager coaching, similar to elite athletes who need it from their coaches. The difference is that elite athletes realize that coaching is...