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.
Identify The Right Behaviors For Better Sales Results
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...
Things Salespeople Should Not Say – #5
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…”
Rethinking the Discovery Call
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...
Things Salespeople Should Not Say – #4
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.”
There Is No More Inside Sales – How to Strengthen Remote Selling Abilities
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
Why Sales Teams Struggle To Penetrate Their Target Markets
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
4 Steps To Improved Lead Management
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
Why Product Management Need Sales Enablement and Sales Operations
"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...
Tools & Best Practices For Sales Coaching In Virtual Selling Environments
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...