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.
Sales Playbooks Accelerate Growth
Sales teams often face execution challenges, including: - Poor sales process adoption- Selling to accounts outside the target market or ideal customer profile- Inconsistent proactive sales activities- Lack of confidence in conducting deeper discovery conversations-...
Three Tips To Get Beyond Your Primary Contact
If you or someone on your team manages a key customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Customer relationships are often at risk due to a limited number of meaningful relationships at higher levels...
Change Inhibitors In Sales Transformations
Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment - pressures from leadership, their teams, and other...
How to Improve Lead Management Outcomes
Lead management is the process that unites marketing and sales efforts. Despite its importance, lead management often falls short. According to a report from The Economist Intelligence Unit, only 22% of B2B organizations feel they are effective at lead management. One...
Mastering Initial Sales Conversations: How to Succeed in the First Step of the Sales Process
It's no secret that the first step of the sales process is often the most difficult - much of selling success hinges on a sales professional's ability to lead an effective first conversation. This blog post will discuss how to successfully navigate initial sales...
5 Essential Elements for Setting Sales Quotas
Most organizations begin the 2023 Quota-setting process in the 4th quarter. Sales Quotas are an imperfect sales management tool, and the quota-setting process has its share of drama, "horse-trading," and "hand-to-hand combat" with the finance team. We run through the...
The Best Way To Discuss Budget in Sales: The Proven Formula
This post is the 200th edition of 2-Bullet Tuesday!!! Thank you for being a valued reader and sharing the content you like with friends and colleagues. One of the most critical steps in the sales process is discussing the budget or price with potential clients. Many...
The Perils of Ad Hoc Marketing
Ad hoc marketing helps B2B marketing teams fill gaps in a marketing schedule, but ad hoc marketing is not a model that drives optimal marketing results and ROI; rather, the opposite. Ad hoc marketing consumes more time and money than a solid marketing plan and...
Sales Prospecting Essentials
I often hear from sales leaders that salespeople don't dedicate enough effort to prospecting. It can be challenging to get into prospecting mode, and even the best salespeople find prospecting the least appealing part of their sales motions. It's hard to know where to...