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.
If you are on a calendar year-end, there aren’t many working days left before we head out for the holidays and close the books in 2019. The holidays may be an excellent time to focus on a few sales plan execution motions to help you start Q1 strong.
We are approaching the last month of the quarter, where most organization’s Sales Forecast can no longer rely on the hope of “making it up next quarter.” If you intend to implement a new Q4 sales strategy, Q5 doesn’t exist. Now is the time to create an impactful change.
For the sales and marketing teams that are executing better, they are outpacing industry growth and doing so, more productively and profitably due to the flywheel effect – and according to author Jim Collins, that’s when a company goes from good to great.
A To-do list is defined as “a list of tasks that need to be completed, typically organized in order of priority.” But aren’t sales prospecting and measuring marketing ROI arguably essential activities for sales and marketing professionals?
By measuring the value of proposals from marketing leads, your organization will understand what portion of proposed opportunities are generated or influenced by marketing versus sales. Over time you will also be able to measure win rates for opportunities…
B2B Sales is generally a high-pressure, results-driven environment– which is why sales productivity is so important. If your organization (or sales leader) subscribes to these productivity myths, they might explain struggles with sales productivity and sales goal attainment:
We conducted a training and coaching workshop with a client’s sales team on how to improve the outcomes of sales calls and meetings. I’ve summarized a few things I heard during the workshop that salespeople should never say – Professional Selling Skills Tips
The reasons salespeople don't follow up on leads that marketing gives them has long been the bane of existence for marketers and salespeople alike. Getting sales and marketing to agree on what a good lead looks like can be challenging at best—and painful at worst....
It's the first day of Q4 for those of us on a calendar year-end. If your sales and marketing organizations have been executing well all year, more than likely you are smiling and achieving your annual goals is in the bag. If you're sweating whether you'll achieve your...