Sales Outcomes B2B Sales & Marketing Insights

Many years ago, there was a trend in IT Outsourcing named “my mess for less.” It was simple arbitrage my moving functions to a 3rd party provider with lower fixed...

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...

Sales playbooks are essential for the modern salesperson and sales teams that desire to perform at their full potential.

They contain the best practices,...

The mission of salespeople is to achieve results for their organization and their clients to improve outcomes.

Consistent top sales performers get the desired...

5 Things Salespeople Should Not Say

1. 1. “You should know this about the competition”
   2. “What do I have to do to get your business?”
   3. “What if I said…?”
   4. “Think about it...

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...

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...