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.
Good CRM Data Is A Team Sport
What is the Issue at Hand? Organization is Technology Rich, but Insights & ROI are Poor What Have Modern Marketing & Sales Leaders Learned? Modern Marketing Organizations Have Realized that CRM Data Quality is A Team Sport "Where there is data smoke, there is...
New Foundations Of B2B Marketing ROI
New Foundations of B2B Marketing ROI in 2021 Understand and Measure Marketing Influence Measure ROI based on Total Marketing Spend Pay Attention to Total Contract Value Sales Team Alignment is An Imperative Most business leaders know marketing is necessary, but...
B2B Selling Best Practice: Hybrid Team Selling
B2B Hybrid Team Selling Best Practices in 2021: Purchase a Conference Camera Insist IT to Allow Install of the Top Web Conferencing Tools Have Virtual Team Members Present Assemble a Meeting Room Essentials Bag Get to the Meeting Room Early Hybrid Team Selling is now...
Three Things Marketing Wishes They Could Say To The Sales Team
Three Things Marketing Wishes They Could Say to the Sales Team: "My marketing team doesn't understand the value of the solutions you sell or the sales process well enough." "It would be great to tell me what we are doing well or what we should do differently."...
Enterprise Blues, Looking For 2021 Ideas
Three Structural Elements for the Enterprise Sales Organization to Succeed Accountability and Empowerment Eliminate Internal Friction With Other Internal Sales Teams Reduce The Number of Accounts EAMs Manage The title for today came from u/more2222's Reddit post from...
5 Steps For A Better 2021
5 Steps for A Better 2021 Focus on My Environment Stengthen My Daily Planning Balance Focused Work with Recovery Purposefully Delegate Hold Myself Accountable Happy New Year! Yes! 2020 is in the rear-view mirror, and 2021 is a wide-open express lane to achieving our...
2021 Q1 Sales Execution Tips
Q1 2021 SALES PLAN EXECUTION TIPS Prioritize Make Action Plans Weigh Yourself Often (Metaphor) If your company is on a calendar year-end, there are 15 or so working days left before we head out for the holidays and close the books on 2020. It may be easy to overlook...
Three Steps for Prospecting During the Holidays
Three Steps for Prospecting During the Holidays: Contact Existing Customers Reach Out to Prospects You Connected With This Year Send Out a Provisional Meeting Invites The holiday season is a time to relax and enjoy family and friends, even if this year most of us will...
Four Reasons Why You Should Get to Know Marketing Influenced Opportunities (MIOs)
Four Reasons Why You Should Get To Know Marketing Influenced Opportunities (What's So Special About Marketing Influenced Opportunities MIOs) MIO helps warm up future conversations and accelerate existing opportunities. MIO more accurately measures the impact of...