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.
Three Things Marketing Wishes They Could Say To The Sales Team
Three Things Marketing Wishes They Could Say to the Sales Team: "My marketing team doesn't understand the value of the solutions you sell or the sales process well enough." "It would be great to tell me what we are doing well or what we should do differently."...
Enterprise Blues, Looking For 2021 Ideas
Three Structural Elements for the Enterprise Sales Organization to Succeed Accountability and Empowerment Eliminate Internal Friction With Other Internal Sales Teams Reduce The Number of Accounts EAMs Manage The title for today came from u/more2222's Reddit post from...
5 Steps For A Better 2021
5 Steps for A Better 2021 Focus on My Environment Stengthen My Daily Planning Balance Focused Work with Recovery Purposefully Delegate Hold Myself Accountable Happy New Year! Yes! 2020 is in the rear-view mirror, and 2021 is a wide-open express lane to achieving our...
2021 Q1 Sales Execution Tips
Q1 2021 SALES PLAN EXECUTION TIPS Prioritize Make Action Plans Weigh Yourself Often (Metaphor) If your company is on a calendar year-end, there are 15 or so working days left before we head out for the holidays and close the books on 2020. It may be easy to overlook...
Three Steps for Prospecting During the Holidays
Three Steps for Prospecting During the Holidays: Contact Existing Customers Reach Out to Prospects You Connected With This Year Send Out a Provisional Meeting Invites The holiday season is a time to relax and enjoy family and friends, even if this year most of us will...
Four Reasons Why You Should Get to Know Marketing Influenced Opportunities (MIOs)
Four Reasons Why You Should Get To Know Marketing Influenced Opportunities (What's So Special About Marketing Influenced Opportunities MIOs) MIO helps warm up future conversations and accelerate existing opportunities. MIO more accurately measures the impact of...
Six Critical Elements for Sales Transformation Success: Sales Transformation Is More Than An Org Chart Change
Organizations often define their sales transformation efforts by changes to the org chart lines and boxes. That's a mistake that adds risk to an already risky endeavor. An org chart's simplicity leaves out how the organization "really works" and lulls many...
Three Steps To Get The CRM Back On Track
If the sales, marketing, or customer service teams are frustrated by the value they receive from the CRM system, chances are that your organization has lost sight of the customer and those who serve customers. Hope springs eternal when a CRM is deployed, yet many...
How to Maximize Q4 Results – Focus on a Defined List of Deals
There are fifty working days left for those of us on a calendar year-end. If your organization has weathered the pandemic better than most, and your sales and marketing teams have been executing well, you might be close to achieving your annual goals. If you're...