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.
Supercharge B2B Email Marketing
B2B email marketing opens, clicks and click-through rates are down, and marketers ask themselves, "Is anybody there?" Email marketing is a powerful tool for B2B companies. It can help you reach your target audience, build relationships with potential customers, and...
Use L-A-E-R For Objection Handling
Sales teams face objections daily. If your first reaction is to respond, you miss unique opportunities to strengthen your business and personal relationships. The key to successfully managing objections is to re-frame the objection as an opportunity to learn...
Coaching – Believe The Hype
Coaching gets a lot of press and hype because sales performance improves with consistent coaching. Most salespeople need sales manager coaching, similar to elite athletes who need it from their coaches. The difference is that elite athletes realize that coaching is...
How to Get New Hires Producing Faster
Hiring a salesperson can be an expensive endeavor. Hiring new sales talent to accelerate growth may appear straightforward. However, many companies fall short in keeping talent and getting them to produce an acceptable level of revenue within 12 months.Getting new...
Best Practices For Conference Follow-Up
B2B in-person conference events are getting back into the sales and marketing initiative mix, so it's time for a best practices refresher on conference follow-ups. Conference attendance is a blur of activity — flights, multiple days of networking, tackling an...
Make Activities Count for Sales Success
When B2B sales organizations focus on activity-based metrics, the activities often don't align with consultative and strategic opportunity pursuit sales motions.While activity-based metrics have some value, an over-emphasis on quantity rather than quality often fails...
Breaking the Cross-Selling Code
Fewer than 25 percent of organizations achieve their cross-selling objectives, based on our experience and independent studies. Cross-selling is one of the most effective ways to increase revenue because it's easier to sell to existing customers than new ones. You've...
The Power of B2B Referral Marketing
B2B referral marketing is a simple concept, but it's not easy to do. If your organization doesn't have a formal referral marketing program, it's missing out on one of the best and most trusted marketing approaches to revenue growth. Suppose a customer shares their...
Engaging New Contacts Within Customer Accounts
Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that leveraging existing relationships to meet new contacts may cause injury to the relationship. Account...