Harvard Business Review

JUNE 5, 2023

A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. Research shows the three ways companies can do this are to refine the go-to-market model, turn every rep into an A player, and make sales and marketing support more efficient.

Sales 103

Sales Sales Marketing B2B 103

Chief Outsiders

FEBRUARY 20, 2023

What are sales enablement tools and why should I care? We are hearing more and more today about the rise of Sales Enablement tools, many AI driven, that accelerate and enhance the Sales Team’s customer outreach. What exactly are Sales enablement tools?

Sales 104

Sales Sales B2C B2B 104

Forbes Leadership

NOVEMBER 17, 2022

In this article, I will address five common problems encountered within B2B sales funnels—and what features readers should seek to include in their revenue enablement solution.

Sales Funnel 71

Sales Funnel B2B Revenue Sales 71

Ascend

DECEMBER 18, 2023

Learn how to use psychology during sales interviews to uncover a seller who can be successfully coached up to a top performer.

Sales 72

Sales Sales B2B 72

Accenture

FEBRUARY 3, 2022

Drive your company toward future-ready sales. Learn how to help your sellers have an ongoing, evolving understanding of B2B customers and their needs.

B2B 59

B2B Sales Sales 59

Chief Executive

JUNE 7, 2022

The current bout of inflation is putting strain on purchasing power, and B2B e-commerce is no exception. E-commerce sales slowed significantly in Q1 , dropping 3.7% Fortunately, there’s a way through inflation-related challenges for these sellers: to prioritize transparency and fair prices as a means of building up B2B buyers’ trust.

B2B 95

B2B Sales Sales User Experience 95

Forbes Leadership

NOVEMBER 29, 2022

B2B buyer behavior is changing, and so are the B2B marketing and sales strategies employed to keep pace.

B2B 76

B2B Sales Sales Marketing 76

Peter Winick

JULY 31, 2023

How thought leadership can elevate sales teams and increase lead gen. So how do you create content that a sales team can easily access and assess? LeadG2 is a sales performance agency helping businesses sell smarter and faster. Often the bridge between sale and thought leadership can be a tough one to cross.

Sales 130

Sales Sales Marketing Metrics 130

Forbes Leadership

DECEMBER 12, 2022

When considering a tool to support the implementation of a deep sales strategy, here are three qualities sellers should seek out in a potential solution.

Sales 67

Sales Sales B2B Implementation 67

Accenture

FEBRUARY 3, 2022

Drive your company toward future-ready sales. Learn how to help your sellers have an ongoing, evolving understanding of B2B customers and their needs.

B2B 40

B2B Sales Sales 40

Forbes Leadership

JANUARY 23, 2023

Research giant Gartner projects that 80% of B2B sales interactions between suppliers and buyers will occur through digital channels by 2025. Sole entrepreneurs aim to be ahead of the curve through digital community involvement and education.

Education 75

Education Sales Sales B2B 75

LSA Global

APRIL 26, 2023

Top B2B Sellers How do top B2B sellers do it? As a consultative solution seller , you have been working hard and using all the sales tools available. Based upon data from our sales leadership simulation assessment, top solution sellers consistently do a few key things to win bigger deals. Is there a secret sauce?

B2B 36

B2B Sales Sales Accounts 36

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. 5 Steps to Crafting an Effective Sales Strategy We know from our own organizational alignment research that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Sales B2B Marketing 36

Chief Executive

MAY 11, 2023

CMOs are (or should be) well-equipped to lead their teams in this effort, but they will be significantly hindered when marketing and sales teams do not work in tandem. Communication, Collaboration and Accountability The renewed focus on efficiency can only bear fruit when marketing and sales are well aligned.

Sales 98

Sales Sales Marketing Revenue 98

Forbes Leadership

SEPTEMBER 28, 2022

Here are four steps you can take to develop powerful content that could shorten the sales cycle and blow away the competition.

Sales 70

Sales Sales B2B 70

Harvard Business Review

JANUARY 11, 2023

Shifting mindsets create new risks — and new opportunities.

B2B 101

B2B Sales Sales Team Management 101

AIHR

JUNE 13, 2023

Are you looking to create a sales compensation plan for your company? organizations spend more than $800 billion each year to manage their sales force, with $200 billion devoted solely to compensation. Contents What is sales compensation? Sales compensation is a critical aspect of B2B organizations.

Compensation 94

Compensation Sales Sales Metrics 94

Help Scout Leadership

MAY 13, 2021

Ensuring a positive experience in a B2B relationship delivers improved engagement and, ultimately, a better financial result. So if you’re responsible for a B2B relationship and you’re not already considering B2B customer experience, it’s time to get on board. Consider what the customer needs.

B2B 62

B2B B2C Benefits Metrics 62

LSA Global

NOVEMBER 6, 2023

The Sales Manager Training Workshop results were: 98% job relevance 98.4% net promoter score This global and growing Integrated Technology Company wanted a customized sales management training program to meet the unique needs of their marketplace. The Sales Manager Training Workshop results were: 98% job relevance 98.4%

Sales Management 36

Sales Management Sales Sales Manager 36

Harvard Business Review

MARCH 21, 2023

Let user-generated insights lead the way.

B2B 87

B2B Sales Sales Manager 87

Vantage Circle

JANUARY 19, 2023

When it comes to sales incentive programs the first thought in your mind is monetary incentives. Let’s find out more about sales incentive programs and how to design and implement them to benefit your organization. What Is A Sales Incentive Program? Modern: Incentivisation is a part of the sales process.

Sales 105

Sales Sales Compensation Travel 105

LSA Global

OCTOBER 10, 2023

The Sales Leader Training Workshop results were: 100% job relevance 97.2% The Sales Leader Training Workshop results were: 100% job relevance 97.2% The workshops were designed and delivered to align with and support current solution selling training being rolled out for all sales reps. satisfaction 134% knowledge gain 95.6%

Sales 36

Sales Sales Sales Management SaaS 36

Chief Outsiders

OCTOBER 24, 2023

In the realm of business-to-business (B2B) sales, blue lights, doorbusters, Black Friday sales, or penny pinchers don’t apply. Attention, bargain shoppers! That said, in our ever-evolving battleground, the age-old theory that "everyone buys a bargain" still holds.

B2B 61

B2B Sales Sales Sales Funnel 61

Walk Me

DECEMBER 5, 2022

The sales ecosystem depends on interconnectedness and performance management. Sales teams are critical for a myriad of companies and play a major part in progressing customers along the sales pipeline, facilitating the end-to-end customer journey and ultimately increasing the bottom line.

Sales 52

Sales Sales Human Resources Marketing 52

LSA Global

MAY 8, 2023

The cross-selling strategy was part of a strategic sales initiative to grow globally while achieving economies of scale across markets, regions, products, services, and suppliers.

Sales 36

Sales Sales Sales Management B2B 36

Harvard Business Review

MARCH 15, 2023

You can’t deliver a modern customer experience with a dated approach.

B2B 91

B2B Sales Sales Digital Transformation 91

Forbes Leadership

APRIL 11, 2023

Beloved business brands including Adobe and LinkedIn have achieved business impact ranging from increased relevance to the kinds of advocacy that can drive leads and sales.

B2B 90

B2B Sales Sales 90

Forbes Leadership

JUNE 6, 2023

So Forrester has released its advice to ignite sales. As companies struggle to meet their growth expectations, they often lose focus on the fundamentals.

Engineering 61

Engineering B2B Sales Sales 61

LSA Global

NOVEMBER 16, 2022

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making sales presentations.

Sales 36

Sales Sales B2B Sales Management 36

LSA Global

JULY 17, 2020

Meaningful Sales Training Outcomes Require Meaningful Steps. To execute their growth strategies , CEOs and sales leaders often need their sales teams to behave differently by selling differently to different buyers. How B2B Selling Has Changed. A Special Note about How B2B Sales Have Changed during COVID-19.

Sales 36

Sales Sales B2B Accounts 36

Walk Me

JULY 19, 2022

Companies depend on the success of salespeople, which is why the public often views sales departments as one of the highest-stress environments within a company. When change leaders throw the uncertainty and discomfort of a drastic transformation strategy into this mix, it can seem like a sadistic act upon sales employees’ heads.

Change Management 52

Change Management Sales Sales Manager 52

Forbes Leadership

MAY 31, 2022

It’s time to step off of the middle ground between legacy sales strategies and new sales strategies and embrace the digital lead generation model.

B2B 71

B2B Sales Sales 71

Harvard Business Review

FEBRUARY 6, 2024

But B2B companies often are disappointed with their results. Early user programs are critical to the success of products. The problem is the way they are designed and implemented. This article provides a process that can make a big difference in helping companies do a better job of choosing early users and harvesting valuable information.

B2B 109

B2B Implementation Sales Sales 109

Harvard Business Review

MARCH 6, 2024

Specifically, both B2C and B2B companies who view branding and advertising as a top two growth strategy are twice as likely to see revenue growth of 5% or more than those that don’t (67% to 33%). Companies that make the decision to put marketing at the core of their growth strategy outperform the competition, according to McKinsey research.

Marketing 140

Marketing B2C B2B Advertising 140

Forbes Leadership

MAY 23, 2023

Here are five things sellers should do to build strategic relationships.

B2B 64

B2B Sales Sales 64

Chief Executive

JANUARY 19, 2023

At our annual Leadership Conference last fall, he laid out a playbook one that’s just as essential for B2B manufacturers as it is for those who serve consumers directly. If you’re giving freebies to [B2B] customers, first invoice for them and then cancel it—so they can see a price,” he said. Disclose value. “If Arussy asked.

Retention 98

Retention B2B Marketing Sales 98

Forbes Leadership

DECEMBER 2, 2022

Regal.io's technology is the future for CRM and I can't wait until it expands into B2B sales.

B2B 66

B2B Sales Sales Small Business 66