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How to Sell More to Existing Customers (Quadrant 1)
This article is part of our “Four Quadrants for High Growth Quick Start Guide”. Click here to access the full series. Quadrant 1 Goal: Increase Usage from Existing Customers Overall Goal: Increase...
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How to Sell New Products to Existing Customers (Quadrant 2)
“How to Sell New Products to Existing Customers” is part of our “Four Quadrants for High Growth Quick Start Guide”. To access the full series click here Quadrant 2: Introduce new products Overall...
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Increase Your Customer Base with 4 Handy Checklists (Quadrant 3)
“Increase Your Customer Base with 4 Handy Checklists” is part of our “Four Quadrants for High Growth Quick Start Guide”. To access the full series click here Quadrant 3: Increase Customer Base...
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How to Develop New Business and Break Into New Industry Sectors (Quadrant 4)
“How to Develop New Business and Break Into New Industry Sectors” is part of our “Four Quadrants for High Growth Quick Start Guide”. To access the full series click here Quadrant 4: Develop New...
View ArticleB2B Sales have changed. Here’s the data that proves it.
When it comes to B2B sales, 73% of all B2B companies say that winning new customers is their top priority. Yet, 50% of B2B Sales Leaders don’t believe they can meet their targets. Here is the research...
View ArticleCritical Success Factor 1: Content
One critical success factor in the operations of B2B sales is content. Content is how a prospect can determine the degree to which a vendor understands her problem and can solve it. The more quality...
View ArticleCritical Success Factor 2: Content Distribution
While the first critical success factor in B2B sales involves the quality of your content, the ways in which that content is distributed to your audience is also important.MediumKey...
View ArticleCritical Success Factor 3: Automation
Both Marketing and Sales Automation are crucial to the success of B2B sales. Marketing AutomationPurposeTo automate the creation and nurturing of a lead by delivering the right content at the right...
View ArticleCritical Success Factor 4: List Management
In Critical Success Factors 1-3, we discussed the importance of Content, Content Distribution, and Automation in the operation of B2B Sales. Here, we discuss the final factor, List...
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Fives Factors Affecting Revenue Growth (Factor 2): Sales Process is Buyer...
Factor 2: Sales Process is Buyer ProcessResearch by McKinsey & Company, Bain & Company, and the sales force training firm The Rain Group all show the same thing: Buyers now prefer to work with...
View ArticleFive Factors Affecting Revenue Growth (Factor 3): Sales and Marketing – A...
By now, factor 1 and factor 2 should have demonstrated the central role of marketing in the new B2B paradigm. Marketing is too important and too expensive to just “have” if it doesn’t impact sales in...
View ArticleFive Factors Affecting Revenue Growth (Factor 4): Intelligent Data
Salespeople often complain about the amount of data they are given and ask when and how they are supposed to use this data.Overloading people with data can be just as useless as giving them none. Not...
View ArticleFive Factors Affecting Revenue Growth (Factor 5): Manage by Metrics
In his book “The End of Marketing as We Know It”, Sergio Zyman, then Chief Marketing Officer of Coca Cola, spells out his success in driving Coca Cola to the number one beverage company in the world....
View ArticleInsights into Missed Sales Quotas
Missed sales quotas are becoming the new norm Misses sales quotas are becoming the norm rather than the exception. An extensive digital transformation of the commercial world has left many B2B sellers...
View ArticleThe High ROI of Capability Assessments
Though capability assessments are important tools for driving corporate success, businesses are often unable to recognize the importance of examining and fine-tuning their capabilities. The Boston...
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These Five Factors Are Affecting Revenue Growth
A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising...
View ArticleThe Right Measures of Accountability Matter
Traditionally, employees are taught that if they designed a tight system and measured everything that could be measured, they would have enough accountability. If everyone did everything they were...
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Five Factors Affecting Revenue Growth
A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising...
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Sales Productivity In the Digital Era
The increasingly blurred line between B2B and B2C has inevitably changed the nature of sales, with customers demanding a more personalized selling process. Salesforce’s “State of the Connected...
View ArticleManaging an Inside Sales Team During COVID-19
You have an inside sales team who is now working in a distributed manner, due to the COVID-19 pandemic. While many companies have employees who work from home, very few have a fully distributed inside...
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