March 2019

The Future of B2B Sales

With increased competition, the rapidly expanding role of technology in the sales process, and factors such as digitalization impacting every step of the sales process, we expect things will be significantly different from the way they are today. There are five developments that companies should pay attention to if they want to be competitive.

What B2B Marketers Can Learn from B2C

There is an opportunity for sellers to serve as trusted advisors and to engage buyers earlier in the sales journey. But it takes extra effort and strategy that most B2B organizations are not yet undertaking.

The Hidden Talent in Your Ranks

Rather than battle for new hires in an uber-competitive job market, smart companies are moving to train and promote from within.

Negotiating a B2B Sale? Be Proactive versus Reactive

Proactivity is essential in B2B sales. Taking the time to understand the landscape and key buyers can help illuminate unmet needs and gaps. It starts with a single question.

Never Mind the Bollocks, Start Saying What You Mean

The Sex Pistols wrote lyrics that were direct and forthright. They didn’t leave anything unsaid. Today's marketers could learn a lot from them.

Misconceptions About Outsourcing In Emerging Markets

Outsourcing in emerging markets is among the smartest business decision any company can make, yet misconceptions about this persist because they go unchallenged.

4 Steps for Getting More Out of CRM Data

Data has become one of the most useful tools for both marketers and sales, but the two teams often don’t share this information or optimize it to help each other’s performance. Customers don’t see the buying process as divided between marketing and sales, so why should your company?

5 Ways to Deliver a Truly Impactful Sales Kickoff

Many companies recently finished their annual sales kickoff. Whether they were successful or not will be determined in the next several months. Here are five key takeaways to drive effective learning and engaged sellers.

If You Want to Make a Sale, Stop Selling and Take These 4 Steps Instead

If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people who make their living in sales don’t have the skills to succeed. And there’s one key skill that you have to learn: That’s how to stop selling, and make a sale.
 

6 Foundations for Successful Sales

In order for sales leaders and their teams to deliver on the financial performance, they have to start at the broadest foundation and work their way up. These are the causes or actions that generate the financial results.

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