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 Common B2B Account Manager Mistakes
Account Managers often struggle to grow and retain revenue, particularly during economic uncertainty. Here are four common mistakes that contribute to customer churn and prevent realizing the full potential of account relationships. 1. Unable To Transition From...
Marketing Attribution Made Simple
B2B business leaders, more than ever, are demanding to understand Marketing’s ROI and sales impact better. One path to better understanding marketing ROI is to expand the conversation to include marketing attribution. What’s the impact of events, digital marketing, or...
4 Best Practices for a B2B Seller LinkedIn Profile Refresh
Sales professionals that rely on LinkedIn to assist them in acquiring and growing customers should consider a LinkedIn Profile refresh if they'd like to stand out above the competition. The LinkedIn profile page should provide customers and prospects with more than an...
Three Lead Follow-Up Best Practices For B2B
Even the most successful B2B lead generation effort will be fruitless if leads fail to convert to an Opportunity. Low lead conversion rates happen pretty often and are usually due to poor lead nurturing and follow-up practices. Studies show that 50% of...
Two New Year’s Resolutions For Sales and Marketing Leaders
For marketing and sales leaders, it's important to set resolutions that will help achieve success in the coming year. Here are two resolutions that can help your organization meet or exceed annual goals: 1. Dig deeper into How to meet or exceed annual goals. Setting...
Maximizing Q4 Results
Thirty-three or so working days remain in 2022. If your sales and marketing teams have been executing well, you might be close to achieving or exceeding your annual goals. If you are sweating Q4, the high percentage option is to focus on a defined list of deals that...
Four Steps to Reduce B2B Customer Churn
Every business wants to increase its customer base while decreasing the number of customers who leave. It can be a daunting task. This blog post will discuss the steps your organization can apply to identify, measure, and reduce customer churn. Step 1 - Track The...
Seven Discovery Questions for B2B Sales Success
Sales professionals know that asking the right discovery questions is key to advancing the sales process. But what are the right discovery questions? The purpose of discovery questions is for salespeople to conduct valuable conversations with multiple influencers...
Signs It’s Time To Fire A Salesperson
Is it time to fire someone on the sales team? Perhaps we made a bad hire, or the salesperson didn't assimilate into the culture or demonstrate the competencies needed to succeed. There's a war for talent in today's marketplace, so second-guessing ourselves on whether...