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.
Marketing Plan B – Marketing Crisis Management
For many companies, event marketing represents a large portion of the marketing budget and some of the best opportunities to engage with customers and prospects. With Marketing Plan A out the window, it’s time to turn to Marketing Plan B. During times of B2B marketing crisis management, take these four tips into account.
Business Performance Improvement During The Coronavirus
The coronavirus pandemic has become the most challenging crisis businesses may ever face. It has stifled B2B growth in recent weeks. Despite the challenges the coronavirus presents, the situation offers unique opportunities for businesses performance improvement and individuals to become more efficient, effective, and to advance activities that have been on the back burner.
B2B Sales Lead Management: How to Fix Sales Management Issues
There are many types of lead management issues, yet there are five issues that we often see that are relatively straight-forward to address and don’t require much investment of time or money. I’ll go over these common issues and offer best-practice insight to correct them and get more from of every lead that goes to the sales team.
Improving B2B Leadership Through The Practice of Yoga
Improving B2B Leadership: In yoga, you’ll notice that instructors and participants refer to it as “practice” rather than a “class.” When you practice something, it implies that you’re on a journey to get better. Here’s how professional development and B2B leadership relate to the Eight Limbs of Yoga.
Should Sales or Service Delivery Manage The Account?
If there’s friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The solution can be straight-forward if your company is willing to apply the “if this, then that approach.”
How To Shorten The Sales Cycle
Shortening the sales cycle helps grow revenue when salespeople reach more prospects, and reduces the chances of things going wrong during the process. Salespeople must cultivate confidence and courage to apply actions that many of their peers already learned.
Selling to the CIO – How To Get To The CIO
The CIO job has become increasingly more complex and pressurized as they face implications of cloud strategy and deployment, cybersecurity, machine learning, edge computing, Internet of Things, regulatory compliance, and cost pressures.
Diagnosing Sales Performance Issues
Tenured B2B sales professionals are trained to recognize gaps between a prospect’s or client’s desired state versus current state. Diagnosing the causes and nature of problems and challenges is the first step to helping a client achieve their desired state. Click here to learn more…
Account Management Tips: Getting Beyond Your Primary Contact
If you or someone on your team manages an important customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Click here to learn our account management tips for getting beyond your primary contact.