Simple steps for sellers to do more with less

Today’s sales and marketing teams are operating in the age of the customer. To be successful, these teams must focus their strategies and actions on the buyers’ problems and opportunities. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the […]

Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase […]

The benefits of having an efficient and effective sales process are worth the effort.

Competition is in our nature. We compete against other teams or individuals in sports, we compete with siblings for our parents’ attention, we compete with our peers for the best jobs, we compete with coworkers for a raise or promotion. Sales in particular is known for its dog-eat-dog, quota-oriented nature, which serves to basically position […]

Buyers have taken control of the modern sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Great sales managers and sales reps won’t just accept that a deal […]

If there was ever a time when selling was easy, now is not it. Selling into the b-to-b marketplace is becoming increasingly difficult because today’s buyers are digitally educated and socially connected. Instead of relying on sellers for information on products and services, buyers turn to the Internet and their professional networks to educate themselves […]

Customers today expect salespeople to act as trusted advisors.

Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s […]

When organizations think of sales and marketing alignment, they often focus on demand generation. As content continues to grow as a critical component in successful selling, organizations must now take steps to align around content as well. Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant […]

It’s that time of year again (and by that, I mean it’s time to review my March Madness bracket to see what went wrong). As the buying cycle progresses, many organizations find themselves head-to-head with their competition. Sometimes even 3 or 4 companies are competing for the same deal. So, in a world filled with rivalry, […]

If you could do your job more effectively, would you? Of course! So even if you pick up just a handful of these habits, you will be on your way to becoming a more effective B2B marketer, as well as better prepared for future career success. First, what is a habit? ‘Habits’ can be defined […]