Sales Outcomes B2B Sales & Marketing Insights

Marketing leaders can’t rely on intuition to quantify marketing ROI to the C-Suite.

Case in point, the Content Marketing Institute’s survey of B2B CMOs and...

Three More Things Marketing Wishes They Could Say to the Sales Team:

1. 1. “I don’t fully understand how marketing support fits into your sales process.”
   2. “Trade shows...

Start by segmenting salespeople into one of the following sales performance groups:

1. 1. The Top 20
   2. The Messy Middle
   3. The Frustrated Lower 20
   4. The Bottom Rung 

      Sales...

Six Essential Steps to Improve Your Sales Team Prospecting Results:

1. 1. Provide Salespeople With a Survey to Self-Assess Skills
   2. Meet with Your CRM Team
   3. Facilitate a...

2022 Q1 SALES PLAN EXECUTION TIPS

1. Prioritize
2. Make Action Plans
3. Weigh Yourself Often (Metaphor)

This is my last 2-Bullet Tuesday for 2021, so you can focus on...

Four Simple MQL & SQL Tips for B2B Leaders

1. Inquiries are First
2. Leads Aren’t Always Potential New Logos
3. Marketing Qualified Lead (MQL) definition & criteria is a...

What Business Leaders Need to Know to Simplify Marketing Attribution

1. Marketing Influence provides a consistent and reasonable framework that the leadership team...

Dynamic Opportunity Scorecard FAQs

1. 1. Why use a Dynamic Opportunity Scorecard?
   2. What is the Dynamic Opportunity Scorecard?
   3. What are the Outcomes of the Opportunity...

5 Tips to Help You Make More Time for Sales Coaching

1. Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching...