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.
Sales Plan Execution for 2020 Has Already Started
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.
Q4 Sales Strategy: Q5 Doesn’t Exist
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.
The Tide May No Longer Be Rising
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.
To-Do Lists Don’t Work For Essential Activities
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?
Look Beyond Deals Won For B2B Marketing ROI
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…
More B2B Sales Productivity Myths
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:
More Things A Sales Person Should Never Say
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
B2B Marketing ROI And Why Sales Ignores Leads They Receive
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....
Q4 Is Here. Are You Sweating Or Smiling?
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...