Posts

3 B2B sales trends that cannot be ignored

Forward from Brett Bonser: As a new member of our team, I am delighted to allow Claudia to share with you her findings – on key B2B sales trends that are shaping the future. Don’t let your sales be left behind. Read on, to prepare yourself for the changes ahead. As a business leader, you […]

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. […]

Calculate your sales conversion rate in 10 steps, and discover why lag is death

  Ask any Sales Manager, and she will tell you that her team closes 1 in 4 (or 3 or 10, whatever it is, they usually know the number). Ask a marketer what his click through rates on emails are, and again, he will know (maybe 4-5% of successful sends). But ask them how many […]

Are your sales people merely communicating value – or creating it?

One of the problems with creating generic “unique value propositions” is that they are just that – generic. They might be a useful basis for communicating mass-marketing messages, but they are not a suitable basis for a truly productive sales conversation. To be truly effective – and to have real impact – your sales people […]

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!   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 56%, and increase Marketing’s contribution to revenue by 62%? Planning. More specifically, assigning the right owner […]

A freebie can cost you more than money: a reputation for poor customer service

All customers love a freebie! Right? But, what happens when your good intentions backfire, and you’re left looking like the bad guy, as well as being out of pocket? This week, Hugh shares a few personal stories and examines the relationship between discounting and customer service. He looks at the common mistakes companies make when […]

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 […]