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 Prioritize Sales Coaching
Start by segmenting salespeople into one of the following sales performance groups: The Top 20 The Messy Middle The Frustrated Lower 20 The Bottom Rung Sales leaders have the desire to coach all their salespeople to optimize sales performance. A typical sales...
The 2022 Top Sales Leader Resolution
Six Essential Steps to Improve Your Sales Team Prospecting Results: Provide Salespeople With a Survey to Self-Assess Skills Meet with Your CRM Team Facilitate a Discussion with Marketing Refresh or Develop Training Conduct a Prospecting Workshop Insist & Inspect...
Leader’s Guide to MQLs and SQLs
Four Simple MQL & SQL Tips for B2B Leaders Inquiries are First Leads Aren't Always Potential New Logos Marketing Qualified Lead (MQL) definition & criteria is a joint responsibility Sales Qualified Lead (SQL) means the salesperson connected with the lead, then...
Dynamic Opportunity Scorecard For Top-line Growth
Dynamic Opportunity Scorecard FAQs Why use a Dynamic Opportunity Scorecard? What is the Dynamic Opportunity Scorecard? What are the Outcomes of the Opportunity Scorecard? What does a Dynamic Opportunity Scorecard look like? A Dynamic Opportunity Scorecard is a...
How to Make More Time for Sales Coaching
5 Tips to Help You Make More Time for Sales Coaching Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching sessions. Get aligned with your sales team’s travel schedules, time zones, personal lives, etc. Start...
Fixing Net Promoter Score Frustration
7 Common Frustrations of Fixing NPS Scores Relying only on the NPS Score at the expense of actively and formally asking for customer feedback. CRM is not the sole source and repository of NPS Contacts. Don't identify decision-makers vs. day-to-day contacts. Overlook...
Look Beyond The Number of Contacts In The CRM
Considerations for thinking differently about managing lead and contact CRM records: Users tend to import more contacts than they can follow-up on Company before individual They've left the company Titles can be deceiving Meaningful activity is a leading indicator...
Tips To Get More Sales Coaching Done
TIPS TO GET MORE SALES COACHING DONE Salespeople learn from observing other salespeople being coached Dissect recorded customer or prospect discovery or proposal meetings Sales leader coaching, when done well, is an activity proven to accelerate individual and team...
Hire More Sales Leaders
Sales Managers' Responsibilities Fall into Three Different Areas: Performance Management Client Relations Administrative & Corporate During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort to cut...