How to create a B2B sales forecast A predictable sales forecast – is that even possible? We don’t often use “predictable” and “sales” in the same sentence. Our forecast often feels more like a roller coaster ride – not very smooth and not very...
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So far in this series we’ve talked about ways to manage and drive revenueby developing buyer personas(like Engineer Ernie and Buyer Barney) and creating relevant content,tracking prospect engagement, andacquiringandonboarding new customers. Of course, what works for one prospect might need tweaking for another. This...
Sales enablementis the strategic, ongoing process of equipping sales teams with thecontent,guidance, andtrainingthey need to effectively engage buyers. Sales enablementanalyticsprovide marketing and sales teams withdata-driven insightsto optimize their business and drive revenue.(HubSpot) “65% of sales leaders who outperformed revenue targets have a dedicated sales...
Does your business utilize enterprise resource planning (ERP) software? If you do, you know it gives you powerful insight into several aspects of your operations, including: But even if you don’t use a software package like this, you’re probably gathering and crunching numbers about...
All leads are not of equal importance to your Sales team. Some are ready to speak with a salesperson and purchase. Others aren’t ready and still need to be nurtured.Creating a B2B lead scoring strategy is essential to converting leads into customers.Here are the...
B2B Customer-Facing Role Must Support Business Development A client-facing team (CFT) includes anyone in your organization who has some level of interaction with your clients and prospects. In most organizations the team spans departments: marketing, inside sales, outsides sales, customer service, and depending on...
Sales work falls into two big categories: inside sales and outside sales. As the name implies, inside sales is based in an office with the majority of prospect and customer interactions happening over the phone or email. Outside sales, in contrast, tends to involve...
4 Things B2B Prospects Want In sales, knowledge is power. You probably know your products and services inside and out, pricing schedules, your top competitors, your target segments, and the best questions to ask to uncover pain points. But that doesn’t get you far...
B2B Questions for Industrial Business Development The primary goal of B2B lead generation is to engage with as many potential customers as possible to increase the odds of closing more deals and increasing revenue. It follows that those potential customers need to be vetted...
Inbound? Outbound? What do they mean? How can they impact sales lead and demand generation?Keep reading. As you may know, inbound marketing involves pulling people to you via your website, relevant offers (think ebooks or webinars) or calls to action for demos or consultations....