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.
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...
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…”
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.”
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...