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.
Make Sure You Understand Marketing Operations
If your organization struggles to demonstrate marketing ROI, part of the challenge may be a deficiency in marketing operations capability. Marketing leaders can’t rely on intuition and experience if they want to quantify marketing ROI that is meaningful to financial...
Leave A Voicemail When Calling A Prospect
For more Tips on Telesales Prospecting, Click Here to Subscribe to Two-Bullet-Tuesday I need to confess that at times I wish the telemarketers that continuously call me would leave a voicemail message. Why don’t they leave voicemails? Probably because...
Shrink Your LinkedIn Network to Strengthen It
If you conduct a Web search on “Shrinking Your LinkedIn Network” you’ll come up with zero results. So, yes, this post might be a bit contrarian. My LinkedIn network has 1,507 first connections, and I’ve spoken to or met every one of them.
LinkedIn Introductions
LinkedIn is currently the most powerful medium to identify and nurture potential connections to help advance your professional career, business or sales efforts. Asking one of your connections for an introduction to one of their connections, is purported to be one of...
B2B Elements of Value
Every client we work with invests significant time and resources to help their sales and marketing teams present and sell value to current and prospective customers. They develop Total Cost of Ownership (TCO) models, and other tools to demonstrate how their product…
Why Aren’t My Investments Generating More Qualified Leads for the Sales Organization?
Many organizations rely on inside sales departments and/or third party firms to generate leads for their outside sales teams. Investments in marketing automation systems, such as Marketo, Hubspot, Eloqua, and others, along with increased inside sales headcount and...
Why Organizations Struggle With Account Planning
In our view, many organizations struggle with Account Planning because they’ve established overly ambitious Account Plan completion goals (often to get them all done by a specific date) but spend little time reviewing the Account Plan. So why the struggle?
Marketing Automation Stats That Matter
I was cleaning up an over-stuffed bookmarks folder in my Internet browser and came across a prescient blog post from 2014 that featured a bunch of marketing automation stats from diverse sources. The stats themselves, taken individually, aren’t particularly eye...
Inside Sales – The Dilemma With the First Step
The most common decision we’ve seen clients struggle with when considering deployment of an inside sales organization is “Do we let the inside sales teams close deals on their own, or do we have them engage a field sales rep to close the deal?” We have a simple and...