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.
B2B Sales & Marketing Turbulent Times Playbook
Turbulent market conditions can be an opportunity for companies that prepare and a nightmare for those that don't. To give your company a competitive edge to thrive during challenging times, develop a Playbook for your marketing and sales organizations that focuses on...
Don’t Get Too Excited About AI in B2B Sales
My Thoughts on Artificial Intelligence (AI) in B2B Sales There's a good bit of AI in B2B selling already, and the future looks bright! However, crappy CRM data will hinder many organizations from harnessing the power of AI for four reasons: 1. Flawed Recommendations:...
Three Steps To Get CRM Adoption Back On Track
Today, an organization's CRM is as essential as billing, inventory, ERP, or other IT systems. If the leadership team and users are frustrated by the value they receive from the CRM system, it may be time for a CRM adoption "get-well plan." Slow or poor user adoption...
Why Business Leaders Need Marketing Operations
Marketing leaders can't rely on intuition and experience to quantify marketing ROI meaningful to financial management, including CFOs. If your organization struggles to demonstrate marketing ROI, part of the challenge may be a deficiency in marketing operations...
Improve B2B Sales Performance 1% At A Time
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of...
Four Tips To Make More Time For Sales Coaching
Sales leaders struggle to find the time to coach their salespeople to succeed. Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline,...
Six Steps To Better Measure Sales Training Investments
The goal of sales training initiatives is to grow revenue and improve margins. However, organizations struggle to prove that training initiatives deliver the desired results. Before investing in sales training initiatives, it's essential to benchmark current skill...
There is no longer Inside vs Outside Sales
Now, and forever it will be just Sales. We've heard from clients through 2022 and 2023 that while in-person selling remains valuable, virtual selling skills are critical to prospecting and shortening the sales cycle. To optimize the balance between virtual and...
The Art of the Open Pipeline Report
If your organization lacks confidence in the accuracy and health of the Sales Pipeline, having the appropriate fields on the Open Sales Pipeline Report is the first step. To better understand a team's sales pipeline and progress toward goals, the Open Sales Pipeline...