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.
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...
Why Lead Management Falls Short
Four Reasons Why Lead Management Falls Short Sending leads to sales without agreed-upon criteria Sending Automation Qualified Leads (AQLs) to sales based on behavioral lead scoring does not fit the ideal prospect profile Sending a lead record to sales without unifying...
Don’t Get Distracted By The Pandemic Boon
"The tides do not command the ship. The sailor does." ― Ogwo David Emenike The pandemic and its recovery have been boon times for many organizations. Business is so buoyant that raw material and labor constraints are the most significant barriers to growth in many...
Sales Math Says: It May Be All Over by June
Sales math is easy, and it provides a big picture view needed to make business decisions regarding selling efforts. No accounting degree, debit, or credits required. As we approach mid-year, the Sales Math for your organization's average sales cycle length is worth...
Avoid “My Mess for Less”: The Outsourcing Transformation Framework
Many years ago, there was a trend in IT Outsourcing named "my mess for less." It was simple arbitrage my moving functions to a 3rd party provider with lower fixed and variable costs which drove off-shoring of IT functions primarily to Asia. In outsourcing businesses...
Why Salespeople Struggle With Prospecting
Why do Salespeople Struggle With Prospecting?:
1. Over-reliance on Marketing’s Lead Generation
2. Lack of Alignment with Marketing
3. Poor Targeting
4. Lack of Prospecting Discipline
5. Prospecting and Selling Are Different Skills
Sales Playbooks Produce Results
Sales playbooks are essential for the modern salesperson and sales teams that desire to perform at their full potential. They contain the best practices, messaging, strategies, tactics, knowledge, and tools that the sales team needs to execute the go-to-market...
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...