Rachel Clapp Miller — April 8, 2017 Follow @ContentRachel— April 8, 2017 If you want a top performing sales organization, you need the consistent ability to coach and enable salespeople to success. Providing motivation is a component, but results come when your managers have a cadence that helps them minimize administrative burdens, while providing continuous … Continue reading Top Sales Leadership Skills Needed To Deliver Top Performing Salespeople
Rachel Clapp Miller — March 21, 2017 Follow @ContentRachel— March 21, 2017 If your sales teams are getting small pilot projects but never getting any bigger deals, your land and expand strategy is failing. Landing small projects is a waste of your sales team’s time unless they can grow these contacts into bigger, more rewarding … Continue reading 5 Reasons Your Land and Expand Sales Strategy Isn’t Working
Columnist Scott Vaughan makes the case for why an ‘ops’ merger is a beautiful marriage that will delight both your customers and your executive team. Scott Vaughan on March 7, 2017 Generating, acquiring, serving and delighting customers has become the ultimate team effort for B2B organizations. This effort doesn’t start or stop with generating … Continue reading The business case to merge sales & marketing ops
Kaitlyn Hammond — February 3, 2017 — February 3, 2017 Offering employees perks is no new concept. Many companies offer great benefits, 401k options, and discounts on everyday purchases through employee rewards programs. For many companies offering perks to employees has been a major selling point when they aim to recruit some of the best … Continue reading Is Offering Unlimited Paid Time Off Right for Your Company? A Top 5 Pro and Con Review
Rachel Clapp Miller — December 1, 2016 Follow @ContentRachel— December 1, 2016 If you are wrapping up the fiscal year, one of two things are happening. You are either feeling really good about how your sales team is finishing up 2016 or you are trying to figure out how not to repeat the same problems … Continue reading 4 Tips for Choosing the Right Sales Consulting Partner
Chloe Jung — November 22, 2016 — November 22, 2016 It’s no secret that we eat, sleep, and breathe digital marketing. But we’re also the first ones to say that a great sell sheet is an important part of your B2B toolkit. Done right, this one-pager gets you noticed and gets them interested. The goal … Continue reading The Anatomy of a Modern Sell Sheet
Joel Goldstein — October 30, 2016 Follow @joelgoldstein— October 30, 2016 Pitching to a new distributor or product broker can be nerve-wracking, but the best way to calm your nerves is to thoroughly prepare. Go into your meeting ready to answer these questions that will most likely come up during the pitch: What’s so different … Continue reading Questions You’ll Need to Answer When Pitching to a Distributor
by Marisa Smith Follow @WholeBrainPrezSeptember 30, 2016 You want a strong start to 2017. Awesome! But if you want to see greater marketing results next year, you’ll need to use the remaining time in 2016 to set the stage for January 1st. The best way to start the year off right is to gather your … Continue reading 9 Tips for Developing Your 2017 Sales and Marketing Strategy
by David Crane Follow @davidfcraneSeptember 5, 2016 Sales-marketing alignment has seemingly been written about more than any other B2B marketing topic. (Well, maybe not as much as account-based marketing.) We’ve certainly written our fair share on the subject. However, as much as previous sales-marketing-kumbaya content has served its purpose in the past, times are changing…and … Continue reading Conjoined Twins: The Emerging Sales-Marketing Relationship
by Charles McKay July 31, 2016July 31, 2016 The days of the ‘us versus them’ mindset between sales and marketing teams are over. The way business operates today leaves no room for companies made up of teams that compete with each other – even if it’s just for glory and recognition. There’s too much competition … Continue reading “Us v. Them”: How to Make Sales and Marketing Work Together
