Posts tagged as:

Sales Optimization

B2B Sales Enablement: Using B2B Sales Optimization Dashboards

In the B2B sales world in which I live, my view of B2B Sales Enablement focuses on bringing together both internal customer information (sales, contact history, etc.) and external firmagraphic information (SIC Codes, Sales volume, locations, etc.) and presenting that in an easy to understand, access, and use format. In addition, it includes ranking of prospects by potential and by timing, allowing the rep to focus his efforts on those opportunities that are most likely to generate the highest return in the shortest time frame.

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Cookie Cutter B2B Sales Methodologies Don’t Work.

No sales cycle should ever be looked at from a cookie cutter approach, but this is especially true and examining the B2B sales process. In B2B transactions, there is no way to fully predict the decision making hierarchy, as every organization has a different marketing or purchasing structure with unique buyer types. This can make your B2B marketing messaging a challenge.

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Marketing and Sales Best practices are not good enough!

Consider how your marketing and sales organizations identify new opportunities for customer and market share growth. Most companies use macro views of the market place, deploy marketing resources to use “best practices” to create awareness and generate leads from marketing activity. Marketing then turns those leads over to sales to pursue. Meanwhile, sales has assigned a representative to cover a “territory” and the salesperson begins executing the “best practices” sales methodology to identify, qualify, pursue and close the opportunity.

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