“Talent wins games, but teamwork and intelligence wins championships.” – Michael Jordan
Stellar teams are made, not born. The same goes for the players that make them. Take the Chicago Bulls—throughout much of the ‘90s, the Bulls pulled off a series of victories, winning 72 games in the 1995-96 season, and setting a record that lasted until the 2015-16 season (source). To call this feat of teamwork impressive is an understatement. Continue reading “3 Foolproof Ways to Build a Rock Star Sales Team”
Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Continue reading “The B2B Sales Rep’s Guide to Getting Past Gatekeepers”
Nothing is more disheartening than spending the time preparing for a meeting with a prospective client, only to have them walk away without closing. Not only is that prospect gone, but so is the time you could have spent courting someone else.
Continue reading “5 Ways Financial Advisors Can Convert Prospects into Clients”
The goal of sales enablement is to increase productivity, ensuring that reps have the information, as well as the tools, they need to drive revenue (source: Brainshark). Now, that sounds great in theory. But what does it take to implement this strategy effectively? Continue reading “5 Sales Enablement Tips for B2B Marketers”
There’s no doubt that sales metrics are important, especially for B2B marketers. As a marketer, generating leads isn’t enough. You need to know which campaigns are actually generating engagement, leading to conversations, and creating new opportunities for your sales team. But where do you start?
Continue reading “7 Sales Metrics Every B2B Marketer Should Know”
In 2010, we shared our top three B2B sales predictions for upcoming year. A lot has changed since then, but we’re curious: How many of these predictions came true?
In today’s post we follow up on those predictions and explore whether they’re still relevant in 2017. Continue reading “B2B Sales Predictions in 2011: A Follow Up”
Even sales reps with the best intentions can send emails that read like spam. So do yourself a favor: before hitting the send button, take a look at this list. If your message contains any of these errors, then the cold sales email you’re sending is probably spam. Continue reading “10 Ways to Determine If Your Cold Sales Email Looks Like Spam”
Have you ever spent months planning a lead generation campaign, only to be disappointed by its results? We’ve all been there. In fact, generating high-quality leads is the biggest challenge for B2B marketers (source).
Even the best B2B lead generation programs fall flat sometimes—regardless of planning, strategy, and effort. If you’re struggling to generate leads, it’s time to take it back to the basics and reset your lead generation strategy for success.
Let’s start at the beginning.
Continue reading “4 Ways to Reset Your B2B Lead Generation Program”
There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on. While some of these problems are easily recognizable, some of the most common obstacles that stand in the way of your success are hard to identify.
Today, we explore some of the more common sales problems—problems you might not even know you’re facing. Continue reading to learn how you can improve your performance today!
Continue reading “6 Common B2B Sales Problems and How to Avoid Them”