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.
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:...
Three Steps To Get CRM Adoption Back On Track
Today, an organization's CRM is as essential as billing, inventory, ERP, or other IT systems. If the leadership team and users are frustrated by the value they receive from the CRM system, it may be time for a CRM adoption "get-well plan." Slow or poor user adoption...
Why Business Leaders Need Marketing Operations
Marketing leaders can't rely on intuition and experience to quantify marketing ROI meaningful to financial management, including CFOs. If your organization struggles to demonstrate marketing ROI, part of the challenge may be a deficiency in marketing operations...
Improve B2B Sales Performance 1% At A Time
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of...