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Opportunity Assessment: Is the Sales Opportunity Real?

Over the past eleven years, the Opportunity Assessment sales aid continues to be the most popular aid in any sales process toolkit. It’s one of the few sales aids that sales reps and managers universally recognize as beneficialto navigate the...

Sales Opportunity Management – Deepen 1:1 Influence with Lead Gen

This is particularly true in a complex sale where there are multiple influencers involved in committee buying. The result is increased win rates through deeper 1:1 relations across the organization. Take a deeper look into leveraging this new capability for...

When should a lead become a sales Opportunity?

This blog post focuses on one aspect of this challenge – how best to define the ‘dividing line between Sales and Marketing, otherwise known as the Sales Qualified Lead (or SQL). The concept behind an SQL is that it represents the...

Opportunity Prioritization – a Key Sales Tactic to Close the Gap on Your Bigger Deals

Chaos as Strategy As quarters come to an end, sales leaders need to have a good idea about where your individual opportunities stand, especially the strategic ones.To hit the number, resources must be allocated to maximize potential spend. So the question...

How This Sales Leader Seizes Opportunity Using Market Research

During this episode they tackle tough questions like what is our market? Who are we competing with? And what do our buyers want? Many sales leaders struggle with market research. Market research is defined as gathering marketing intelligence and using...

Sales Process Secret Weapon: Opportunity Assessment

Actually, it’s not a secret, and it’s sometimes not called an ‘opportunity assessment.’ But it is the foundation for the coaching, motivating and communicating that shortens sales cycles. Many B2B sales leadershire talented managers and train them on coaching techniques. But...

Test Your Sales Process for Opportunity Blindness

We recently calculated the value of lost opportunities for one of our B2B clients and found that it was staggeringly high. More than 20% of the annual quota for each sales rep was completely missing from the pipeline. The client...

How Multi-Touch Attribution Marketing Can Help You Increase Cohesion Between Marketing and Sales

A key benefit of Multi-Touch Attribution Marketing is that it can help marketers fine-tune their strategy. Knowing which content is resonating with different buyers helps them define the types of content and channels that they want to use to target...

Navigating the Digital Disruption to Your Sales Channel Strategy

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and...

CMOs: How Are You Aligning With Sales to Execute the Annual Plan?

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In...
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