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.
Mastering Initial Sales Conversations: How to Succeed in the First Step of the Sales Process
It's no secret that the first step of the sales process is often the most difficult - much of selling success hinges on a sales professional's ability to lead an effective first conversation. This blog post will discuss how to successfully navigate initial sales...
5 Essential Elements for Setting Sales Quotas
Most organizations begin the 2023 Quota-setting process in the 4th quarter. Sales Quotas are an imperfect sales management tool, and the quota-setting process has its share of drama, "horse-trading," and "hand-to-hand combat" with the finance team. We run through the...
Three Questions To Diagnose The Cause Of Sales Performance Issues
"At the potter's house, water is served in a broken jug" – Arabic proverb. B2B sales professionals are skilled in recognizing gaps between a client's desired versus current state. Why is it that when it comes to diagnosing sales team performance issues, sales leaders...
The Best Way To Discuss Budget in Sales: The Proven Formula
This post is the 200th edition of 2-Bullet Tuesday!!! Thank you for being a valued reader and sharing the content you like with friends and colleagues. One of the most critical steps in the sales process is discussing the budget or price with potential clients. Many...
The Perils of Ad Hoc Marketing
Ad hoc marketing helps B2B marketing teams fill gaps in a marketing schedule, but ad hoc marketing is not a model that drives optimal marketing results and ROI; rather, the opposite. Ad hoc marketing consumes more time and money than a solid marketing plan and...
Sales Prospecting Essentials
I often hear from sales leaders that salespeople don't dedicate enough effort to prospecting. It can be challenging to get into prospecting mode, and even the best salespeople find prospecting the least appealing part of their sales motions. It's hard to know where to...
Time-Saving Tips for Sales Teams
Finding enough time in the day to do all the essential things for a sales professional can be challenging. Between meetings, reviewing leads, coaching, travel, and supporting sales pursuits, it sometimes seems like there aren't enough hours in the day. Most sales...
Initial Value Propositions Made Easy
Building a business case for change is the essence of B2B selling. An initial value proposition enables salespeople to effectively communicate the value (business case) of a potential solution in a manner that accelerates the sales cycle. For...
How to Ensure that Sales Enablement is Enabling the Right Things
Sales enablement is critical for a successful sales organization, but it's not always easy to ensure that sales enablement enables the right things. Recent studies show that less than 40% of enablement initiatives met or exceeded objectives. This blog post will...