Can your sales coaches coach?

Mar 29, 2015 | Leadership, Sales

What impact does your first line of sales management have on overall revenue and sales performance?  Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important...

How to tell a business story for B2B sales and marketing. A best practice.

Mar 29, 2015 | Regular

We’re often asked, how do you define a business story?  How do you create an elevator pitch?  Here’s the formula that works for us .. You should be able to tell an engaging ‘why us’ business story in 60 seconds, 3-5 minutes, or 20...

5 Misconceptions about Sales Enablement Plans

Mar 29, 2015 | Regular

Leading analysts and companies we work with agree on the top issues sales leaders struggle with year after year: conversion ratios are falling, fewer sales reps are making quota,sales rep attrition rates are rising, it’s taking longer to effectively ramp up new sales...

Only 36% of content marketers believe they are effective

Mar 29, 2015 | link, Regular

Interesting presentation from Marketing Profs .. though content marketing budgets are rising, only 36% believe they are being effective with it. B2B Content Marketing: 2013 Benchmarks, Budgets, and Trends—North America from MarketingProfs

Four “New Marketing” Skills You’d Better Learn Quick – B2B Marketing

Mar 29, 2015 | link

Link: Four “New Marketing” Skills You’d Better Learn Quick – B2B Marketing Solid advice ..!