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 Blind Spots in The B2B Go-to-Market Effort
“Things that matter most should never be at the mercy of the things that matter least.” — John Wolfgang von Goethe.Business leaders expect their sales and marketing organizations to effectively execute the critical motions for the success of the go-to-market plan....
Four Tips to Shorten the B2B Sales Cycle
An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips that are sure to make an impact in shortening the sales cycle. So...
How To Improve B2B Targeted Sales & Marketing Efforts
Effectively targeting and pursuing segments of customers or prospects is foundational to salesperson and sales organization success.Targeting is simple and based on equally simply "sales math" – focus selling efforts on the segments that will provide the best return...
Chaos to Coordination: The Basics of Marketing Orchestration
Several organizations we speak with express a desire for better sales and marketing alignment. The term that's popular as of late is "orchestration." When sales and marketing organizations do things on their own in an ad-hoc manner, go-to-market execution suffers....
2024 Q1 Sales Execution Tips
This is my last 2-Bullet Tuesday of 2023, so you can focus on finishing the year strong. We'll be back the second week of January. Until then, I wish you and yours a happy, safe, and restful holiday season.If your company is on a calendar year-end, there are 18...
Three Body Language Tips for Virtual Selling
Body language accounts for 55% of communication, while words account for only 7%. So, minor improvements in body language can lead to significant improvements in communication effectiveness and enhance or inhibit connection with customers and prospects. In this post,...
B2B Selling – Two Great Discovery Questions
B2B Sales Discovery Calls done well can be the cornerstone for success in acquiring new clients. A Discovery Call with a prospect should not be a scripted effort or an attempt to get answers to a list of qualifying questions. Asking the right questions at the start of...
Three Challenges for B2B Marketers in 2024
B2B marketers face external challenges that may impact marketing effectiveness in 2024 and beyond. While I can't predict specific challenges that B2B marketers will face in 2024, we can share what we hear from our client marketing leaders. We've identified some common...
Three Words For Better Prospecting Results
Multiple studies and our experience with clients confirm that prospecting is the most important and hardest step in the sales process. Salespeople have more tools, methods, and resources to engage with prospects than ever. Yet, prospecting appears more challenging...