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 Selling – Two Great Discovery Questions
B2B Sales Discovery Calls done well can be the cornerstone for success in acquiring new clients. A Discovery Call with a prospect should not be a scripted effort or an attempt to get answers to a list of qualifying questions. Asking the right questions at the start of...
Three Challenges for B2B Marketers in 2024
B2B marketers face external challenges that may impact marketing effectiveness in 2024 and beyond. While I can't predict specific challenges that B2B marketers will face in 2024, we can share what we hear from our client marketing leaders. We've identified some common...
Three Words For Better Prospecting Results
Multiple studies and our experience with clients confirm that prospecting is the most important and hardest step in the sales process. Salespeople have more tools, methods, and resources to engage with prospects than ever. Yet, prospecting appears more challenging...
Why Change Within The Sales Organization Is So Hard
Sales teams often struggle to change because change is hard. These lines from the movie "Money Ball" capture the spirit of this post: Scott Hatteberg: I've only played catcher. I don't know how to play first base. Billy Beane: Don't worry, Scott, we'll teach you, and...
Three Steps To Curing Lead Management Headaches
If you're a marketer, you likely have a constant headache regarding salespeople not effectively following up on leads. If you're a salesperson or sales leader, your headache comes from marketing's expectation that sales should drop everything to attend to and close...
Most Sales Reps and Sales Leaders That Don’t Do This
If you are a salesperson or sales leader and aren't doing this, you're missing an opportunity to improve sales performance. Most salespeople and sales leaders don't review recordings and transcripts of virtual sales calls, so they aren't able to provide or receive...
Sales Math Says: It May Be All Over by June
Sales math is easy and provides a big-picture view needed to make business decisions regarding selling efforts. No accounting degree, debit, or credit is required. As we approach mid-year, the Sales Math for your organization's average sales cycle length is worth...
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:...