Don’t Be Afraid of B2B Marketing Experiments
I’ve been startled by the lack of willingness of marketing teams to experiment with initiatives outside of traditional email and content marketing.
This...
Sales Outcomes B2B Sales & Marketing Insights
Posts by:
Hernan Vera
Elements of the Best Open Sales Pipeline Report
The Open Sales Pipeline Report is the simplest and most effective tool for a sales organization, top to bottom, to manage sales performance and ensure that the sales strategy is being executed.
Rebooting Your CRM Deployment
If you’ve invested significant time, effort, resources, and money to launch and deploy your CRM yet the ROI appears elusive or lower than you expect, it’s time to...
The Power of the Stage Duration Metric
If your organization’s frontline sales manager can view in your CRM the amount of time an Opportunity dwells in its current sales stage, you’ve taken the first step...
Increasing Share of Wallet With Your Clients…
Who doesn’t need an additional acronym? So let us introduce…Pragmatic Account Planning (PAP). So what’s so special about the word Pragmatic in the context of...
The Three Most Important Sales Success Metrics Are…
The three most important sales success metrics are the ones that let you know you are on track to make your sales plan—or not—before it’s too late. When we engage...
“Winter Is Coming,” Eventually…
For many companies we speak with, the past few years have been “buoyant” for sales and revenue growth. When rising tides lift all boats, it’s easy to overlook your...
The Sales Opportunity Scorecard Improves Win Rates
I believe McKesson developedThe Dynamic Opportunity Scorecardand socialized by theMarketing Executive Councilin the late 1990s. Since then, we’ve seen...
Improving B2B Sales Organization Performance 1% At A Time
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn
Some B2B organizations...
B2B Content Marketing Without the Marketing Team
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