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.
Maximizing Q4 Results
Thirty-three or so working days remain in 2022. If your sales and marketing teams have been executing well, you might be close to achieving or exceeding your annual goals. If you are sweating Q4, the high percentage option is to focus on a defined list of deals that...
Four Steps to Reduce B2B Customer Churn
Every business wants to increase its customer base while decreasing the number of customers who leave. It can be a daunting task. This blog post will discuss the steps your organization can apply to identify, measure, and reduce customer churn. Step 1 - Track The...
Seven Discovery Questions for B2B Sales Success
Sales professionals know that asking the right discovery questions is key to advancing the sales process. But what are the right discovery questions? The purpose of discovery questions is for salespeople to conduct valuable conversations with multiple influencers...
Signs It’s Time To Fire A Salesperson
Is it time to fire someone on the sales team? Perhaps we made a bad hire, or the salesperson didn't assimilate into the culture or demonstrate the competencies needed to succeed. There's a war for talent in today's marketplace, so second-guessing ourselves on whether...
Sales Playbooks Accelerate Growth
Sales teams often face execution challenges, including: - Poor sales process adoption- Selling to accounts outside the target market or ideal customer profile- Inconsistent proactive sales activities- Lack of confidence in conducting deeper discovery conversations-...
Three Tips To Get Beyond Your Primary Contact
If you or someone on your team manages a key customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Customer relationships are often at risk due to a limited number of meaningful relationships at higher levels...
Change Inhibitors In Sales Transformations
Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment - pressures from leadership, their teams, and other...
How to Improve Lead Management Outcomes
Lead management is the process that unites marketing and sales efforts. Despite its importance, lead management often falls short. According to a report from The Economist Intelligence Unit, only 22% of B2B organizations feel they are effective at lead management. One...
Recession Playbook for Sales & Marketing Teams
A recession may loom, so ensure your sales and marketing teams are prepared. Turbulent market conditions can be an opportunity for companies that prepare and a nightmare for those that don't. To give your company a competitive edge to thrive during a recession,...