Improving B2B Sales Strategy In my last blog post, I introduced our newest research findings on sales culture, and how most sales organizations today have a sales culture or climate that is hindering their ability to build a Challenger sales force. Most sales …
B2B Marketing Strategy After hosting a Forrester webinar on April 25 about “3 Ways To Turn Content Marketing into Thought Leadership“, I received some interesting questions from clients. I thought I would share the questions — and a short response …
Many times on the Sales Leaders Blog we have suggested that sales leader effectiveness is the proper mix of process and people. If you have determined that your current sales leader does not have the skills and or drive to …
Inbound Marketing There are quite a few studies showing that companies publishing more blog posts and more content in general equates to generating more business than those that don’t. I suppose if you’re starting from scratch, adding any kind of content has …
Industry and Market Analysis Between 2002 and 2012, the shareholder return of the average airline company rose an uninspiring 5.6% a year. Diversified consumer services were a notch lower, gaining just 4.2% a year. Worst of all were computers and …
Successful Sales Tactics There are a lot of misconceptions about how to sell effectively. Some people dive in with just one goal in mind: to close the deal. Others wing it and hope that their charm, talent and knowledge of …
Creating B2B Prospect Lists Database intelligence and list source providers are everywhere. They play an important role in an overall data management strategy. Even with ongoing inbound contact capture efforts from websites, social media, and events like trade shows, it …
If you are like most of the sales leaders we work with you are trying to ensure your sales team keeps the momentum as they enter the second quarter of 2013. And, as with most sales teams, you likely have …
Marketing Accountability Ask CMOs what tops their challenges list, and most admit that improving marketing’s accountability ranks right up there. B2B marketing execs worry about measuring marketing performance a bit more than B2C since a direct sales force and/or channel partners are …
Generating Qualified B2B Leads Email marketing is a mature marketing tactic, yet I don’t believe B2B organizations are capitalizing on its potential to generate leads. I realized this when I read MarketingSherpa’s just-released 2013 Email Marketing Benchmark Report. They surveyed 594 …
