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.
For Sales Transformations, Start With The Sales Leaders
When companies decide that they need to transform their sales organizations to accelerate growth and better compete, they usually start from the bottom-up, or what some refer to as “the tip of the revenue spear.” There might be gaps in the number of salespeople (too...
It’s Calendar Q4: B2B Marketing Teams Get To Work!
“Most of the world will make decisions by either guessing or using their gut. They will be either lucky or wrong.”- Suhail Doshi Every October, B2B product and marketing teams typically begin to shift their focus to helping the sales teams close out the year strong,...
Your CRM Contact Data: Lightning or Lightning Bug?
Have no fear of perfection — you’ll never reach it. — Salvador Dali Customer and prospect contact data is frequently imperfect or incomplete. You can’t let that fact paralyze your organization or push it into the direction of flying blind, rather than actively...
Data, Kills Denial, Which Prevents Disaster Part 2
“If we have data, let’s look at data. If all we have are opinions, let’s go with mine.” — Jim Barksdale, former Netscape CEO A B2B client of mine was debating if they should invest time, money and effort in ramping up their account planning effort. Account planning is...
Marketing, Sales & Customer Value Propositions
If they tell you its not about the money, they are lying. B2B customers buy from you for only one reason — value. The value in all its forms translates to money. Revenue, profit, productivity, customer service, speed to market, cost reduction, brand awareness, risk...
Abs Are Made In The Kitchen
…and Sales Team Success is made on Pipeline and Coaching calls. Last week I was in the gym about to start my workout and I passed a table of promotional materials from local businesses, and I picked up a flyer for a personal chef with the title “Abs are made in the...
Why Your Event Booth ROI Sucks
Your company may spend thousands of dollars or up to hundreds of thousands sponsoring and manning a trade show or conference booth. Most Platinum, Gold and Silver tier event sponsors know the ROI that is possible (and needed), which is why they go all-in with the...
I’m Off On A 566 Mile, Six Week Pilgrimage
For the past twenty years, I’ve dreamed of walking the 566 mile Camino de Santiago. Spilling over the Pyrenees from France and across northern Spain, the network of trails that make up the Route of St. James — or El Camino de Santiago — converges at the cathedral of...
Deals Won Is Not The Best B2B Marketing Metric
Hear me out on this one. Assume you are a B2B marketing leader that delivers hundreds if not thousands of leads to the sales team during the year. If those leads result in $5 million of won opportunities with a 10% net profit margin, you helped generate $500,000 in...