Sales and Marketing team meeting to create a true partnership.

Sales And Marketing: A Love/Hate Relationship Or Partnership For Growth?

In many organizations, marketing and sales departments have long existed in organizational silos. While the two might be ‘joined at the hip’ in terms of their mission to attract customers, build market share and boost revenue, they often have little meaningful interaction toward fulfilling that joint mission. They are on speaking terms but often not…

Sales Strategy Meeting

Joining Sales Enablement and Revenue Enablement for Strategic Growth

The way businesses market to customers is forever evolving. From flyers and posters to the dawn of digital, the face of marketing has changed remarkably over the last 50 years. With the Internet came sales enablement, followed by revenue enablement. The constant shift in paradigm is crucial when considering sustainable growth. But in order to…

Sales Team Meeting

Inbound vs. Outbound Sales: Knowing the Difference Will Greatly Improve Your Success!

Differentiating between inbound sales and outbound sales is integral for coaching a sales team to perform to its highest potential. So why do most salespeople want to automatically pitch their products or services to a sales prospect on the first call? While studies have shown that more than 50% of inbound prospects welcome a demonstration…

Sales Pipeline

Mastering Your Sales Pipeline

All B2B companies have a sales pipeline, but few small and mid sized business owners can rely on it to run their business. Many companies who struggle with sales also lack an accurate sales forecast. I work with business owners every day who are trying to get a handle on their pipeline and improve the…

Sales Process Meeting

From Pipeline to Bottom Line: How to Boost Your Sales Team Effectiveness

It might seem the only necessary indicator of sales success is the bottom line. If your sales team is contributing to healthy profits, it’s all good, right? Well, not necessarily. The sales process has many stages – from building the pipeline, to nurturing prospects, to closing deals and managing customer relationships. Along the way, there…

Woman Working in a Mask

Adjusting to the New Normal

The pandemic crisis has caused businesses to completely change how they operate. With strict social distancing guidelines, many companies were forced to go remote. COVID-19 has created a “new normal” that all businesses must become accustomed to in order to continue being successful. With the uncertainty of when the pandemic will end, companies need to…

Virtual Sales Meeting

Managing Virtual Selling in 2021

The COVID-19 pandemic has pushed many companies to move wholly or partially to work remotely to reduce the virus’s spread. With the uncertainty of when the world will return to some form of “normalcy,” sales organizations need to be prepared to navigate 2021 with the notion that most of their sales may still need to…

Frustrated Sales Team

Sales Grinding to a Halt? Align Your Sales Strategies and Selling Methods

Developing a sales strategy is one of the keys to success in sales. Notice – “one of” the keys. There are, of course, many essential components – including your sales vision and mission, sales processes, sales forecasting, tracking and analytics, to name a few. With so many moving parts, your sales operation is like a…