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.
Four Tips To Make More Time For Sales Coaching
Sales leaders struggle to find the time to coach their salespeople to succeed. Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline,...
Six Steps To Better Measure Sales Training Investments
The goal of sales training initiatives is to grow revenue and improve margins. However, organizations struggle to prove that training initiatives deliver the desired results. Before investing in sales training initiatives, it's essential to benchmark current skill...
There is no longer Inside vs Outside Sales
Now, and forever it will be just Sales. We've heard from clients through 2022 and 2023 that while in-person selling remains valuable, virtual selling skills are critical to prospecting and shortening the sales cycle. To optimize the balance between virtual and...
The Art of the Open Pipeline Report
If your organization lacks confidence in the accuracy and health of the Sales Pipeline, having the appropriate fields on the Open Sales Pipeline Report is the first step. To better understand a team's sales pipeline and progress toward goals, the Open Sales Pipeline...
Should Sales or Operations Manage the Account?
If there's friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The success of customer-facing organizations depends on their ability to manage the customer experience effectively, from...
Things Marketing Wishes They Could Say to the Sales Team
Marketing and sales are two sides of the same coin – they both serve a single purpose; to help organizations grow. Increasingly, companies recognize the need for their marketing and sales teams to work together more closely than ever before. However, marketers often...
Sales Effectiveness Essentials
Sales Effectiveness and Sales Efficiency are not interchangeable. The differences are subtle, but they significantly impact sales strategy execution. Peter Drucker, the father of modern management theory, sums it up nicely: "Efficiency is doing things right;...
Why Salespeople Should Do Their Own Content Marketing
Salespeople not leveraging marketing content resources to engage prospects are at a competitive disadvantage. Content marketing is creating and distributing valuable, consistent, relevant content to attract, maintain and help drive customer action. Prospects and...
How to Speed Up B2B Sales Onboarding Success
More than 50% of new B2B salespeople aren't in the class picture after a year and a half. Adding talent to the sales team to accelerate growth may appear straightforward. However, many companies fall short of keeping talent and getting them to an acceptable level of...