Insights

Sales

Sub-Category

Complex Sales

person on laptop displaying the words content

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 »
Business women working on her laptop

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 »
Person looking at a desktop screen

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 »
Business man and women shake hands over a sale

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 »

Align Sales and Marketing for high growth

By now, factor 1 and factor 2 should have demonstrated the central role of marketing in the new B2B paradigm. Marketing is too important and too expensive to just “have” if it doesn’t impact sales in a measurable way. For Marketing to impact sales in a measurable way, it must be numerically aligned with Sales.

Read More »
Group of friendly business men and women shaking hands with no friction

Remove Sales Friction

Factor 2: Sales Process is Buyer Process Research by McKinsey & Company, Bain & Company, and the sales force training firm The Rain Group all show the same thing: Buyers now prefer to work with sellers who align their process to the Buyer’s process. A seller that does not comply is one that complains about

Read More »
person on laptop displaying the words content

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 »
chalk boarding drawing of content on being being distributed from one to another

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 »
Business women working on her laptop

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 »
Person looking at a desktop screen

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 »
Share on facebook
Share on twitter
Share on linkedin
Share on print
Share on email

Want To Learn More About Our Insights?