Sales Outcomes B2B Sales & Marketing Insights

Shifting from Sales Emails to Blog-Form Emails:

1. 1. B2B Sales-Centric Emails are Dead
   2. Salespeople Need to Engage in Meaningful Conversations
   3. Shift to Blog-Form Emails

Why do Salespeople Struggle With Prospecting?:

1. 1. Over-reliance on Marketing’s Lead Generation
   2. Lack of Alignment with Marketing
   3. Poor Targeting
   4. Lack of Prospecting...

How to Rethink The Discovery Call

1. Prerequisite Preparation For a Discovery Call
2. Two Questions to Help Begin Effective Discovery
   • Question 1
   • Question 2

B2B...

6 Things Salespeople Should Not Say

1. 1. “So I assume…”
   2. “Let me look your information up in the system.”
   3. “Let me be honest with you.”
   4. “If you still have a few...

Essential Tools for Sales Coaching in Virtual Selling Environments

1. Collaboration software
2. An artificial intelligence (AI) notetaker application 

Best Practices...

New Foundations of B2B Marketing ROI in 2021

1. Understand and Measure Marketing Influence
2. Measure ROI based on Total Marketing Spend
3. Pay Attention to Total Contract...

B2B Hybrid Team Selling Best Practices in 2021:

1. Purchase a Conference Camera
2. Insist IT to Allow Install of the Top Web Conferencing Tools
3. Have Virtual Team Members...

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

1. “My marketing team doesn’t understand the value of the solutions you sell or the sales process...