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 Team Sales Process Meeting

Answer Your Customer’s Three Whys to Ensure Your Sales Process is Perfectly Aligned

In every sale – no matter the product, service, market, or vertical – the customer needs to answer three important questions. Why do anything? Why you? Why now? Understanding your customer’s “Three Whys” will help you design a sales process that is in perfect alignment with the way your customer wants to buy. Why do…

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 Meeting

Leveraging Sales Agility for Revenue Operations Success

Understanding and adapting to B2B buyer preferences, expectations, and timelines is crucial to generating long-term, consistent revenue growth. Rigid plans and processes may appear on the surface to provide consistency and predictability across your sales organization, but they do not account for the varied nature of your individual prospects. B2B selling is not a one-size-fits-all…

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…

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…

Sales pipeline

Grace Under Fire: How to Prepare Your Sales Pipeline for 2021

Due to the havoc wreaked by the twin crises of 2020 — the global health emergency and the economic recession — every business has been forced to change the way it approaches sales. More specifically, the crises completely upended businesses’ sales planning. Economies around the world are cautiously reopening, but business in four specific sectors — restaurants, manufacturing, retail, and…