Posts

B2B Sales: You need to focus on the workarounds that aren’t working

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products. But there’s a potential problem: any organisation, any stakeholder, always has many more issues that they would like to address than they could possibly have the have money, time, or inclination to deal with. […]

Why Marketing should report to Sales

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report Marketing needs to report to Sales. I’ll get to that blasphemy in a minute. If you have listened to some of my recent blogs, you know that in 2005 we […]

B2B buyer behaviour

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report   I can show you how to almost double your closure rates from marketing leads with just 5 minutes work. I’ll defend that outlandish statement in a minute or two. […]

Who should own Go-to-Market planning?

  Get your free copy of the 2014 Sales and Marketing Alignment Report! Or alternatively, hear the Top 10 Insights from the 2014 Sales and Marketing Alignment Report webinar.    Riddle me this. What can lift the probability of Sales accepting Marketing’s leads by 31%, increase the probability of closing these marketing qualified leads by […]

How to shape the buyers’ need

Buyers buy what they think they need. Rather than focusing your efforts on selling the qualities of your solution, why not shape buyers’ need for your product, and let the product sell itself? Yes, that’s right, let your solution sell itself. In this blog, Hugh shows you how to differentiate yourself before the sale, without […]

Sales Enablement: the essential bridge between B2B Marketing and Sales

What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the traditional “awareness and preference”, or how many website visitors you attract or how many as-yet unqualified enquiries you generate. In fact, many of the traditional marketing focuses, priorities and metrics are downright dysfunctional in the modern […]