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Marketing Solutions
Sales Playbooks Accelerate Growth
Sales teams often face execution challenges, including:
– Poor sales process adoption– Selling to accounts outside the target market or ideal customer profile–...
Change Inhibitors In Sales Transformations
Front-line sales managers are the key to enabling behavior change in salespeople.
To that end, changes in sales manager behavior must come first; however,...
How to Improve Lead Management Outcomes
Lead management is the process that unites marketing and sales efforts.
Despite its importance, lead management often falls short. According to a report from The...
The Perils of Ad Hoc Marketing
Ad hoc marketing helps B2B marketing teams fill gaps in a marketing schedule, but ad hoc marketing is not a model that drives optimal marketing results and ROI; rather, the opposite.
Initial Value Propositions Made Easy
Building a business case for change is the essence of B2B selling.
An initial value proposition enables salespeople to effectively communicate the value...
Supercharge B2B Email Marketing
B2B email marketing opens, clicks and click-through rates are down, and marketers ask themselves, “Is anybody there?”
Email marketing is a powerful tool for B2B...
Use L-A-E-R For Objection Handling
Sales teams face objections daily. If your first reaction is to respond, you miss unique opportunities to strengthen your business and personal relationships.
Best Practices For Conference Follow-Up
B2B in-person conference events are getting back into the sales and marketing initiative mix, so it’s time for a best practices refresher on conference follow-ups.