B2B sales reps are so fixated on getting to C-Level that they forget that sales engagement access must be earned, not just taken.Continue reading
As most VPs of Sales and Chief Revenue Officers (CROs) know, the mortality rate for employment of those charged with meeting an organization’s top line revenue is quite high. Believe it or not, the job security of a VP of Sales or CRO is often determined by whether they made the number for the last quarter.Continue reading
For at least a decade, there have been discussions about sales and marketing alignment and the inability of sales and marketing teams to provide a unified go-to-market strategy. Marketing is concerned that sales reps fail to use their leads, share their copy, or conform to the company’s positioning.
Conversely, sales reps are frustrated by lead quality and freelance their messaging due to a lack of templates and scripts. Reps also don’t know which content is available and how to quickly find and link it into their emailsContinue reading
Business development is one of the most difficult aspects of sales and marketing. Not only do you have to find ways to prospects and identify new accounts, but you also need to find new ways to grow existing accounts, too. Its such a tall task that without the right tools, its almost impossible to succeed.Continue reading
As a sales leader, one of your biggest challenges is developing a strategy to keep your sales team constantly motivated and on top of their game. While it seems like a tall task, there are plenty of small steps you can take to provide the boost that they need on a daily basis.Continue reading
Lead generation in the B2B landscape is changing with technology, new processes and the needs of global business. Savvy companies are modifying their strategies according to statistics, not a "gut feeling." There is more analysis available today than ever before; their value lies in how you will use them!
Let's take a look at the top 50 B2B prospect engagement stats for 2019 so that you can make informed decisions about how to move forward in your marketing and operations.Continue reading
Identifying and reaching the right decision maker is the key to effective outbound sales. Here are twenty outbound sales techniques to ensure you’re connecting with the right people at the right time:Continue reading
It’s 2019. We know that Sales Managers, and by extension their salespeople, need the right technology at their fingertips in order to do their job efficiently. The trick, however, is understanding exactly what those tools are. Simply search the Internet for five minutes and you’ll be able to find thousands of tools, all of which promise to improve revenue and provide a positive return on investment.Continue reading