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.
Did This Metric Go Up or Down Last Year?
Average opportunity or deal size (or average contract value) is one of the top three metrics that can drive your organization’s sales results. Coupled with win ratio and sales cycle, these three metrics are the first step in building your demand waterfall, and a plan...
Please Rest This Holiday Season
As we close out 2019, my last piece of insight is to rest, unplug and spend time with the people in your lives that matter most . Don’t take my word for it, here are a few quick reads that will help you get in the right mindset. How to Actually Relax on Your Next...
Eight Holiday Gifts For You Or Someone Else
“Education is not the learning of facts, but training the mind to think.” — Albert Einstein I spend a significant number of hours every month researching, experimenting, and deploying tools, processes and mental models to help my clients and me improve revenue,...
The Myth of Sales Productivity
“Work expands so as to fill the time available for its completion” - Cyril Northcote Parkinson I’ve seen companies large and small fail to justify expensive salesforce automation projects because of their over-reliance on increasing sales productivity. Don’t get me...
Sales Forecast Blues
We are approaching the last month of the quarter, where most organization’s Sales Forecast can no longer rely on the hope of “making it up next quarter.” If improving your sales team’s Sales Forecast predictability in 2019 is a priority, we suggest you consider the...
The Sales And Marketing Perils Of A Buoyant Economy
They say a rising tide lifts all boats, but growth is not a given, those who get it may do so at the expense of those who don’t. The snippet of a conversation with a prospective client last month: Chief Executive Officer (CEO) : 2018 is shaping up to be our best sales...
Things Salespeople Should Not Say #1
“Dude, suckin’ at something is the first step to being sorta good at something.” — Jake, “Adventure Time Cartoon” The past few months we conducted several training and coaching workshops with sales teams on how to improve the outcomes of calls and meetings with...
The Account Based Marketing (ABM) Cart Before The Horse Syndrome
Account-based marketing (ABM) seems mentioned at every marketing conference, webinar, and in many marketing strategy discussions. There’s also a wave of ABM software vendors flooding your inbox and vying for the attention of your marketing dollars. Before you decide...
Why The Account Manager Role Needs A Rethink
Today, most key account managers spend a majority of their time managing internally, and liaising between customers and internal teams on issues that include logistics, billing, implementations, operations, customer service, and helping customers “do business with...