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.
How to Get New Hires Producing Faster
Hiring a salesperson can be an expensive endeavor. Hiring new sales talent to accelerate growth may appear straightforward. However, many companies fall short in keeping talent and getting them to produce an acceptable level of revenue within 12 months.Getting new...
Best Practices For Conference Follow-Up
B2B in-person conference events are getting back into the sales and marketing initiative mix, so it's time for a best practices refresher on conference follow-ups. Conference attendance is a blur of activity — flights, multiple days of networking, tackling an...
Make Activities Count for Sales Success
When B2B sales organizations focus on activity-based metrics, the activities often don't align with consultative and strategic opportunity pursuit sales motions.While activity-based metrics have some value, an over-emphasis on quantity rather than quality often fails...
Breaking the Cross-Selling Code
Fewer than 25 percent of organizations achieve their cross-selling objectives, based on our experience and independent studies. Cross-selling is one of the most effective ways to increase revenue because it's easier to sell to existing customers than new ones. You've...
The Power of B2B Referral Marketing
B2B referral marketing is a simple concept, but it's not easy to do. If your organization doesn't have a formal referral marketing program, it's missing out on one of the best and most trusted marketing approaches to revenue growth. Suppose a customer shares their...
Engaging New Contacts Within Customer Accounts
Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that leveraging existing relationships to meet new contacts may cause injury to the relationship. Account...
Five Approaches to Shorten the B2B Sales Cycle
One reliable strategy for achieving a more predictable B2B close date and win rate is to improve how a deal moves through the sales process and maintains momentum The Sales Cycle definition is the time it takes to get to a "Yes" or a "No" decision on a deal....
The Elusive Promise of AI Sales Forecasting
Artificial Intelligence (AI) tools will not solve poor pipeline management tools and processes. AI certainly won't replace the vital ingredients of a properly formatted sales pipeline report and regular sales leader pipeline reviews. Sure, AI tools can highlight...
More Things Marketing Wishes They Could Say To The Sales Team
Three More Things Marketing Wishes They Could Say to the Sales Team: "I don't fully understand how marketing support fits into your sales process." "Trade shows and events consume a lot of our time, money, and resources. I don't think it's worth the effort." "The...