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.

Stray thoughts on customer experience trends

There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral. They’re still out there and they’re still relevant and they are shared here in hopes you’ll benefit from them.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell.

Selling how you always have? Fuggetaboutit!

Jeffrey Gitomer wants every sales professional to spend three months selling in New York City and tell him how that works out.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Managers at every level across all industries crave engagement from their workers. They understand its positive effects on productivity, innovation, attendance and retention. They get it, but they don’t always know how to get it

Elevating the customer experience

In a 2018 survey, Bain & Company discovered that 80 percent of companies believe their customer experience is not only better than average, it’s “superior.” The trouble is that in the same survey, only 8 percent of customers believed they were receiving a superior experience.

There’s no one way

One of the benefits of this job is that I get to talk with super-smart people who have amazing insights. For example, my reporting for this issue included long discussions with best-selling author Jeffrey Gitomer and Basecamp co-founder David Heinemeier Hansson. Both have new books out.

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.

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