Why No One Answers Their Phone Anymore
Telephone culture is disappearing.
If your B2B marketing or sales organization places lofty expectations on your lead generation or inside sales team to penetrate...
Sales Outcomes B2B Sales & Marketing Insights
How Are You Feeling, Really?
This post has no redeeming business value – however, it’s all about you.
Your LinkedIn Network — Quality vs. Quantity
“It is quality rather than quantity that matters.” — Lucius Annaeus Seneca
It’s time to weigh in on the LinkedIn Network Quality vs. Quantity debate, and I think...
Don’t Let B2B Marketing Avoid the Real ROI Conversation
B2B Marketers often struggle to demonstrate Marketing ROI, and they may need your help to change the status quo.
- Statistics from studies by Fournaise ...
Add Account Cadence To Account Plans
It’s common to discover that a large or key account’s growth stalls, or that the account has become at-risk.
To mitigate these situations, we recommend adding...
Why Account Planning Needs Senior Executive Involvement
Leadership, is not the same as involvement.
It is incredibly hard to institutionalize Account Planning within an organization without the directinvolvementof...
Data, Kills Denial, Which Prevents Disaster
Edward Deming said: “In God we trust. Everyone else brings data.”
I’ve observed many sales and marketing leaders make strategic or structural organizational...
Reducing Customer Defections And Revenue Leakage
The economy is buoyant at the moment, yet many companies are experiencing customer defections and losing current customer revenue at a rate that causes concern in...
The Four Pillars Of Sales Transformation
Sales Transformation is a strategy that focuses on remaking the sales organization to deliver growth, profitability and strengthen customer loyalty.
It isn’t in...
It Might Be Time to Review Your Sales Activity Metrics
“What gets measured gets managed” is a longstanding business saying.
In early 2017, a Fortune 500 client of ours had 175 outside salespeople covering a territory in...