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.
Should Sales or Operations Manage the Account?
If there's friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The success of customer-facing organizations depends on their ability to manage the customer experience effectively, from...
Things Marketing Wishes They Could Say to the Sales Team
Marketing and sales are two sides of the same coin – they both serve a single purpose; to help organizations grow. Increasingly, companies recognize the need for their marketing and sales teams to work together more closely than ever before. However, marketers often...
Sales Effectiveness Essentials
Sales Effectiveness and Sales Efficiency are not interchangeable. The differences are subtle, but they significantly impact sales strategy execution. Peter Drucker, the father of modern management theory, sums it up nicely: "Efficiency is doing things right;...
Why Salespeople Should Do Their Own Content Marketing
Salespeople not leveraging marketing content resources to engage prospects are at a competitive disadvantage. Content marketing is creating and distributing valuable, consistent, relevant content to attract, maintain and help drive customer action. Prospects and...
How to Speed Up B2B Sales Onboarding Success
More than 50% of new B2B salespeople aren't in the class picture after a year and a half. Adding talent to the sales team to accelerate growth may appear straightforward. However, many companies fall short of keeping talent and getting them to an acceptable level of...
Four Common B2B Account Manager Mistakes
Account Managers often struggle to grow and retain revenue, particularly during economic uncertainty. Here are four common mistakes that contribute to customer churn and prevent realizing the full potential of account relationships. 1. Unable To Transition From...
Marketing Attribution Made Simple
B2B business leaders, more than ever, are demanding to understand Marketing’s ROI and sales impact better. One path to better understanding marketing ROI is to expand the conversation to include marketing attribution. What’s the impact of events, digital marketing, or...
4 Best Practices for a B2B Seller LinkedIn Profile Refresh
Sales professionals that rely on LinkedIn to assist them in acquiring and growing customers should consider a LinkedIn Profile refresh if they'd like to stand out above the competition. The LinkedIn profile page should provide customers and prospects with more than an...
Three Lead Follow-Up Best Practices For B2B
Even the most successful B2B lead generation effort will be fruitless if leads fail to convert to an Opportunity. Low lead conversion rates happen pretty often and are usually due to poor lead nurturing and follow-up practices. Studies show that 50% of...