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 mission of salespeople is to achieve results for their organization and their clients to improve outcomes. Consistent top sales performers get the desired results and outcomes by demonstrating the right behaviors (or motions). Sales leaders are similar to...
1. “You should know this about the competition”
2. “What do I have to do to get your business?”
3. “What if I said…?”
4. “Think about it and let me know.”
5. “It’s our policy we don’t…”
How to Rethink The Discovery Call Prerequisite Preparation For a Discovery Call Two Questions to Help Begin Effective Discovery Question 1 Question 2 B2B Sales Discovery Calls done-well can be the cornerstone for success in acquiring new clients. A Discovery Call with...
1. “So I assume…”
2. “Let me look your information up in the system.”
3. “Let me be honest with you.”
4. “If you still have a few minutes…”
5. “If I can solve your problem, would you buy today?”
6. “We will reduce costs and increase revenue.”
How to Strengthen Remote Selling Abilities
1. Rethink Sales Enablement
2. Rethink Sales Competencies
3. Clarify the Lead Generation Sales Role
4. Sales Leaders Need Enablement Help
Four Tips to Help Sales Teams Improve Target Market Penetration
1. The CRM Must Identify the Target Market Account
2. The Sales Leadership Team Should Regularly View the Composition of the Sales Pipeline
3. Teams Need to Look for Signs of Misalignment & Provide Feedback
4. Shifting Majority of Sales Motion to a Target Market Can Take Time in a Long Sales Cycle
Four Steps to Improve Lead Management:
1. Define the Lead Management Process
2. Involve the Stakeholders
3. Identify Buyer Personas
4. Evaluate Your Technology Solutions
"War is ninety percent information" — Napoleon Bonaparte. We helped a well-known technology company develop a customer value proposition (CVP) and messaging canvas to support their go-to-market efforts into a lucrative market niche they had researched and invested...
Essential Tools for Sales Coaching in Virtual Selling Environments Collaboration software An artificial intelligence (AI) notetaker application Best Practices for Sales Coaching in Virtual Selling Environments Help the Sales Team Embrace Technology Help the...