Insights

Sales

Sub-Category

Complex Sales

Critical Success Factor 4: List Management

In Critical Success Factors 1-3, we discussed the importance of Content, Content Distribution, and Automation in the operation of B2B Sales. Here, we discuss the final factor, List Management. Characteristics

Read More »

Critical Success Factor 3: Automation

Both Marketing and Sales Automation are crucial to the success of B2B sales. Marketing Automation Purpose To automate the creation and nurturing of a lead by delivering the right content

Read More »

Critical Success Factor 1: Content

One critical success factor in the operations of B2B sales is content. Content is how a prospect can determine the degree to which a vendor understands her problem and can

Read More »

Operational Excellence (Part 3): Sales

Your sales team is by far your most expensive resource, compared to Marketing and Prospecting. While your marketing must be targeted, the same marketing assets and messaging will go out

Read More »

Getting B2B Sales Working Again

B2B Sales absolutely depend on three distinct and different, but highly related operations working seamlessly together. There are very good reasons for why three operations are needed, and why they

Read More »

What Do Buyers Want?

The Three Basic Types of buyers Three kinds of buyers exist in the B2B market: Visionaries, Pragmatists, and Conservatives. Because these are very different types of decision makers, they respond

Read More »

Critical Success Factor 4: List Management

In Critical Success Factors 1-3, we discussed the importance of Content, Content Distribution, and Automation in the operation of B2B Sales. Here, we discuss the final factor, List Management. Characteristics Importance/Impact Duplicate records Duplicate records are inevitable as you continually build your marketing list. However, they pose a significant problem and must be continually managed.

Read More »

Critical Success Factor 3: Automation

Both Marketing and Sales Automation are crucial to the success of B2B sales. Marketing Automation Purpose To automate the creation and nurturing of a lead by delivering the right content at the right time based on action previously taken (or not taken) by the prospect. To provide intelligence on the buying intent and readiness of

Read More »

Critical Success Factor 2: Content Distribution

While the first critical success factor in B2B sales involves the quality of your content, the ways in which that content is distributed to your audience is also important. Medium Key Metrics Description Email Click through rate, unique opens The purpose of email is to produce awareness of something you want the recipient to notice.

Read More »

Critical Success Factor 1: Content

One critical success factor in the operations of B2B sales is content. Content is how a prospect can determine the degree to which a vendor understands her problem and can solve it. The more quality content you have, the more certain she becomes that you must be on her short list of vendors to evaluate—

Read More »

The Operations and Factors that Lead to Success in B2B Sales

Putting it all Together   When assembled, the entire system consists of three very distinct but related processes, each feeding the next with the right kinds of leads. Marketing’s job is to deliver the necessary number of highly targeted MQLs that the Prospecting team will use as its funnel. The BDRs will then call, qualify,

Read More »

Operational Excellence (Part 3): Sales

Your sales team is by far your most expensive resource, compared to Marketing and Prospecting. While your marketing must be targeted, the same marketing assets and messaging will go out to large numbers of prospects.  And while your prospecting activity is one-to-one, each engagement happens for a very brief time. A good BDR can work

Read More »

Want To Learn More About Our Insights?