Many Business to business (B2B) businesses struggle to generate a consistent volume of quality growth upon facing increasing expectations for a better customer experience due to the ease and convenience of online tools. Furthermore, not all leads are equal. Quality leads offer long-term business relationships, lower acquisition costs, and are of higher value. The difference between B2B demand generation vs lead generation is that the prior aims at creating awareness and want

Increasingly, sales coaching has become one of the most important skills of effective sales leaders. Statics by BrainShark found that dynamic coaching programs help 10% more salespeople achieve their quote and can increase win rates by 27.9%. It benefits both the firm and the individual, with findings indicating positively correlations with motivation, job satisfaction and job performance of the salesperson. Fostering an environment that encourages two way communication, resp

Every business is driven by customers. Customers equal sales. So – what do customer insights translate to then? If you guessed increased sales, then you’re already starting to understand the benefits of a Customer Relationship Management (CRM) system. Beyond bringin’ in the dough, customers provide companies with a clearer direction and purpose. They offer feedback and directly promote the growth of your business. For that reason, understanding your customers is the key drive

In order to make timely business decisions, companies spend a lot of resources creating viable decision support systems. In today's business world, business decisions are based primarily on facts, information, and statistics. The trend of data-driven decisions is on the rise, but it is important to recognize the issues and problems this trend might create. Like the tools we use every day, in the right hands - with the proper approach, the potential of data-driven decisions c

Sales play are repeatable steps, actions, and best practices proven to push deals forward. What sales play to focus on highly depends on the market position, industry of the company, industries that the company sells to, typical sales cycle, and most importantly, the company’s goals. The purpose is to equip sales rep with contents, tools, best practices, and strategies to help push deals forward. Follow up play, closing play, and demo play are some examples of plays that a Sa

A sales playbook details the who, what, and how of the sales process for a rep and includes contents such as customer image, email templates, project information, and sales tactics. Although a detailed and comprehensive sales playbook requires an extensive amount of time. It is a helpful tool for sales leaders to build a scalable, and successful sales team. Companies look into creating a sales playbook for multiple purposes. The method of only having seniors to coach and tra

You might have the best product or service in the world, but, if you cannot communicate how your product or service will be of value to your potential customers, you will not sell. It does not matter if your product will change your customer’s life forever, you have to be able to explain in a way that appeals to them in order to outline the value that you will be bringing to the table for them. This is where your value proposition comes into play. It should be carefully craft

Does this scenario ring a bell? You have been working closely with a prospect for longer than normal. They are engaged, interested, and yet always have a reason as to why they cannot proceed. You hold on because of their initial enthusiasm, but as time elapses, you find your emails and calls are answered less and less. Then flatline… Of course, this can happen despite even the top salesperson’s best efforts, but it happens much less to those who are skilled at urgency creatio

Key Performance Indicators, or KPI’s for short, can be an effective way of tracking the overall performance of a business. We know that no single indicator provides a true reflection of performance. Similarly, a long and overcomplicated list can steer attention away from the areas that matter most. How then do we select the most critical measures? The Balanced Scorecard separates into four key categories as we can see below: · Financial · Customer · Internal