July 2011

Sell Smarter, Not Harder

By NEIL MAHONEY

A study of 722 U.S. business executives showed:

 1. Almost 60 percent said their company only converts 10 percent of their leads to sales.

 2. Another 60 percent said company revenues could be increased by 15 percent or more with proper follow up.

Marketing Under Siege

By PAUL RAFFERTY

A pattern is emerging in B2B marketing -- CEOs are frustrated that they can't find a VP of marketing who can do it all, and marketing executives are leaving their positions or being let go because either they don't have the capabilities or aren't being given the resources to do their job in today's Sales 2.0 world.

Refocusing Customer Intelligence

By DEAN DAVISON

Sales reps crave insight into customer challenges and information about competitors already working in their accounts. However, a recent Forrester report reveals that competitive and market intelligence (CMI) deliverables often end up confusing and overwhelming sales reps instead of helping them.

Can you name the most important step in the sales process?

By CHRIS BENNETT

There is one step in the sale process that has a disproportionately large impact on whether your sales team makes a sale or not. Can you name it?

It’s the discovery meeting or the first meeting with a new prospect.

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