April 2015

3 More Questions to Assess Sales Force Effectiveness

In Part I of this article, we discussed how every company wants a more effective sales force, but few know where to start.

3 Questions to Assess Sales Force Effectiveness

Every company wants a more effective sales force but few know where to start. Seeking quick results but unsure as to what is broken, sales leaders often launch a dozen or more initiatives simultaneously, hoping one of them is the real root of the problem.

How Sales and Marketing Can Be Better Teammates

According to research by SirusDecisions, less than one out of 10 B2B companies report good alignment between sales and marketing organizations. If you don’t think this hurts your business, think again. The lack of integration of sales intelligence with sales and marketing systems causes the biggest gap between top sales performers and under-achievers.

3 Ways to Kick Start Your Referrals into Overdrive

What's the best way to reach my prospects? How do I get past the gatekeeper? How many touches do I need before talking with someone? What do I do when the prospect’s assistant wants to put me into voicemail?

How Dynamic, Digital Listening Can Boost Sales Timing

With customer context that shows what a customer already knows and their level of engagement, sales reps can be that first responder. They can reach out to the right prospects at their precise moment of interest. They can get maximum insight into a customer’s pain points, which, in turn, enables them to engage more successfully with prospects by leveraging an ‘insight-selling’ approach.

B2B Marketing and Mobile: 10 Ways To Do It Right

We live in a time of unprecedented connectivity. Take for instance our readily available access to the Internet, as granted to us by our smartphones and tablets. The steady but sudden proliferation of these devices has made for one of the greater technological advancements in our lifetime, and the impression left has been indelible.

Technology Is Helping Davids Conquer Goliaths

Fueled partly by this industry’s continuing obsession with the 1992 movie “Glengarry Glen Ross,” the myth of the hotshot sales pro retains much of its power today. Who doesn’t want to be the Al Pacino figure, closing with a wink and a smile as the Jack Lemmons of this world look on in envy? Like all the best myths, there’s a grain of truth to it.

Charting Realistic Goals to Attain Sales Success

Few of the salespeople on your team aim for mediocrity. Most dream of reaching the top of our field. But top performers do much more than dream. They develop a series of realistic goals that propel them from where they are now to where they want to be. Next, they continue raising the bar, setting increasingly ambitious goals until they achieve their ultimate vision of success.