How to choose measures you can act on

If you don’t know what’s working, how do you know what to change? So measure inputs (not outputs), measure buyer progression, and – don’t measure what you’re not prepared to change (or can’t). To most ears, “Measuring Sales and Marketing effectiveness” sounds like a low priority. It may be on your B or C list, […]

How to use sales rep scorecards to drive sales performance

  Creating sales rep scorecards will help you improve sales performance by sending clear expectation signals, identifying coaching opportunities and inspiring healthy competition.  The single biggest reason you will lose top talent is poor management.  Assuming people are compensated competitively and other basic needs are looked after, if they are not clear about what’s expected of […]

6 Key Skillsets B2B Marketing Managers Need in Their Team

With the shift to inbound or pull marketing well underway, there is also a shift in the marketing skillsets required to get the job done. B2B Marketing Managers are struggling to manage their team’s skills transition. At the same time marketing agencies (a traditional source of specific skills) are also undergoing a massive change towards hybrid digital-centric […]