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.
Add Account Cadence To Account Plans
It’s common to discover that a large or key account’s growth stalls, or that the account has become at-risk. To mitigate these situations, we recommend adding account cadence, or an account governance plan to your account plans. Account cadence are a series of ongoing...
Why Account Planning Needs Senior Executive Involvement
Leadership, is not the same as involvement. It is incredibly hard to institutionalize Account Planning within an organization without the direct involvement of the senior-most leaders in the organization. The reasons it’s incredibly hard are straight-forward: Sales...
Data, Kills Denial, Which Prevents Disaster
Edward Deming said: "In God we trust. Everyone else brings data." I've observed many sales and marketing leaders make strategic or structural organizational decisions based on personal experience, or confidence in other's opinion from personal experience. Perspective...
The Four Pillars Of Sales Transformation
Sales Transformation is a strategy that focuses on remaking the sales organization to deliver growth, profitability and strengthen customer loyalty. It isn’t in technique or even in approach. It’s in PURPOSE. If done well, it will touch on every part of the...
It Might Be Time to Review Your Sales Activity Metrics
“What gets measured gets managed” is a longstanding business saying. In early 2017, a Fortune 500 client of ours had 175 outside salespeople covering a territory in New York City, Manhattan from 57th avenue, south to Wall Street in early 2017. By the end of 2018,...
Don’t Be Afraid of B2B Marketing Experiments
I've been startled by the lack of willingness of marketing teams to experiment with initiatives outside of traditional email and content marketing. This default to "do what we know" mentality is a blind spot for businesses that want to grow, especially if they’re...
Rebooting Your CRM Deployment
If you’ve invested significant time, effort, resources, and money to launch and deploy your CRM yet the ROI appears elusive or lower than you expect, it’s time to reboot your CRM.What are some of the common causes of low ROI that we encounter?
The Power of the Stage Duration Metric
If your organization’s frontline sales manager can view in your CRM the amount of time an Opportunity dwells in its current sales stage, you’ve taken the first step to unleashing the power of the Stage Duration metric.We’ve worked with a cross-section of clients in...
Increasing Share of Wallet With Your Clients…
Increasing Share of Wallet With Your Clients Won’t Happen Without PAP — Who doesn’t need an additional acronym? So let us introduce…Pragmatic Account Planning (PAP). So what’s so special about the word Pragmatic in the context of Account…