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.
Look Beyond The Number of Contacts In The CRM
Considerations for thinking differently about managing lead and contact CRM records: Users tend to import more contacts than they can follow-up on Company before individual They've left the company Titles can be deceiving Meaningful activity is a leading indicator...
Tips To Get More Sales Coaching Done
TIPS TO GET MORE SALES COACHING DONE Salespeople learn from observing other salespeople being coached Dissect recorded customer or prospect discovery or proposal meetings Sales leader coaching, when done well, is an activity proven to accelerate individual and team...
Hire More Sales Leaders
Sales Managers' Responsibilities Fall into Three Different Areas: Performance Management Client Relations Administrative & Corporate During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort to cut...
Enable Sales Teams For Better Prospecting
Earlier this year, I wrote a post titled There Is No More Inside Sales to highlight that outside sales teams need to develop or strengthen their inside selling skills to succeed in virtual selling. The dramatic shift to virtual selling is here to stay, and...
Look Beyond Sales Results
How sales leaders can look beyond the results to position their teams for success: Examine Current Customer Growth Look Into CRM Adoption & Usage Inspect Sales Process Adherence Develop Virtual Selling Skills "Make Hay When The Sun Shines" is a saying that has...
Discovery Before Demo to Increase Win Rates
Discovery Calls & Product Demos Anatomy of a Typical Product Demo Discovery Before Demo If the software is a primary component of your solution offering, the chances are that the number of online demos conducted is a key performance metric. I get it. Demos...
No More Sales Emails – (How to Get Started with Blog-Form Emails)
1. B2B Sales-Centric Emails are Dead
2. Salespeople Need to Engage in Meaningful Conversations
3. Shift to Blog-Form Emails
4. How to Get Started with Blog-Form Emails
Don’t Put Essential Activities on your To-Do List
"Hear me now and believe me later!" – Hanz & Franz, Saturday Night Live To-do Lists aren’t helpful when it comes to doing the hard work in sales and marketing. For salespeople, the hardest thing to do is prospecting, for marketers, measuring marketing ROI. Both...
7 Steps To Enable Sales To Convert More Leads
7 Steps to Enable Sales to Convert More Leads: Establish Lead Management Process Stages in the Lead Object Automate Lead Management Process Stages Add Lead Management Training to the new hire onboarding process Configure the seller's Salesforce homepage to show new...