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.
Sales Training Tips 2020 – Where To Start?
Many companies today decide to invest in salesperson training with expectations that the training will help solve problems that can’t practically be solved by salesperson training. Click here to learn why these companies might need to reassess:
Popular B2B Articles: Top 5 Shared This Year
As 2020 approaches, I’ve taken time to look back into some of the articles I’ve shared with you this year. If you’ve missed the popular B2B articles I’ve shared with you, no worries. I’ve recapped the Top 5 Most Popular B2B Articles I shared in 2019.
The Tide May No Longer Be Rising
For the sales and marketing teams that are executing better, they are outpacing industry growth and doing so, more productively and profitably due to the flywheel effect – and according to author Jim Collins, that’s when a company goes from good to great.
To-Do Lists Don’t Work For Essential Activities
A To-do list is defined as “a list of tasks that need to be completed, typically organized in order of priority.” But aren’t sales prospecting and measuring marketing ROI arguably essential activities for sales and marketing professionals?
Look Beyond Deals Won For B2B Marketing ROI
By measuring the value of proposals from marketing leads, your organization will understand what portion of proposed opportunities are generated or influenced by marketing versus sales. Over time you will also be able to measure win rates for opportunities…
More B2B Sales Productivity Myths
B2B Sales is generally a high-pressure, results-driven environment– which is why sales productivity is so important. If your organization (or sales leader) subscribes to these productivity myths, they might explain struggles with sales productivity and sales goal attainment:
Things Salespeople Should Not Say #2
We conducted a training and coaching workshop with a client’s sales team on how to improve the outcomes of sales calls and meetings. I’ve summarized a few things I heard during the workshop that salespeople should never say – Professional Selling Skills Tips
Characteristics Of The Best B2B CRM Leaders
CRM leaders can be in hand-to-hand combat at times with multiple stakeholders coming at them in full. Listening to competing priorities and understanding how to help the organization accomplish its goals without pleasing all of the people all of the time is a required skill.
Sales Math To Improve Your Sales Results
I've worked with companies in more than a dozen industries. There are three metrics I've seen that consistently elevate sales results - Average Deal Size, Win Rate, and Active Pipeline Size. If you can help your sales team improve one or more of those metrics, better...