Sales Outcomes B2B Sales & Marketing Insights

Discovery Calls & Product Demos

1. 1. Anatomy of a Typical Product Demo
   2. Discovery Before Demo  

      If the software is a primary component of your solution offering, the...

“Hear me now and believe me later!” – Hanz & Franz, Saturday Night Live

To-do Lists aren’t helpful when it comes to doing the hard work in sales and marketing. 

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7 Steps to Enable Sales to Convert More Leads:

1. 1. Establish Lead Management Process Stages in the Lead Object
   2. Automate Lead Management Process Stages
   3. Add Lead...

“The tides do not command the ship. The sailor does.”

― Ogwo David Emenike

The pandemic and its recovery have been boon times for many organizations....

1. Sales math is easy, and it provides a big picture view needed to make business decisions regarding selling efforts. No accounting degree, debit, or credits...

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...