Make your B2B Marketing Count

sales planning process

How to decide where to play

Strategic decisions involve choice: deciding what to do and, importantly, what not to do. This leaves businesses facing a conundrum. CEOs and managers understand the power and importance of focus, but what should they focus on, and what should they ignore?

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How to use five core strengths to win business



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Do face-to-face meeting quotas work?

Salespeople have a reputation for avoiding paperwork and administration. They are also traditionally resistant to the idea of working to a meeting quota. But getting busy and recording the results is precisely the path to sales success.

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Four steps to winning new business

Winning complex new business requires a disciplined strategy. By using a systematic approach, business developers can increase the flow of opportunities and identify which specific actions will close the deal.

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How B2B Marketers Must Adjust to Shrinking Deal Sizes

According to Marketing Sherpa data just released, average B2B deal sizes are shrinking. What does this mean for the B2B Marketer? Its implications are highly significant.

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How long is your revenue runway?

Many business managers I speak with don’t have an accurate view of how long their revenue runway is; or to put the metaphor aside for a moment, they are unclear about how much time is required for the marketing and sales team to create enough customers to achieve a revenue target. 

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Equipping your sales team for success

We’re often asked by clients: “How can we replicate the results that are being achieved by our top sales performers?” In other words, they want to know what they have to do to get their whole team performing at the same level.

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Reset the Sales Funnel for Revenue Forecast Accuracy

In case you didn’t notice your customers are buying differently today than they did last year. The differences could be subtle or obvious, but if you observe closely you’ll see that the process they follow to make a buying decision –the buyer's journey– has changed.

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How to find a needle in the haystack

Mature marketplaces provide clear targets for new growth – the firm demographics have already been mapped. But how can you segment or target for growth in the virgin territories where little is known of who's buying what and why?

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Does my bum look big in these jeans?

There are some questions that simply shouldn’t be answered.  Consider the fear cast into the hearts of men the world over when they get asked this prickly question: “Does my bum look big in these jeans?”

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