Sales Outcomes

B2B sales professionals recognize gaps between a client’s desired and current state.

The economy appears buoyant for some industries, yet many companies are experiencing customer defections and revenue loss at a rate that…

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales…

Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline…

This is my last 2-Bullet Tuesday of 2023, so you can focus on finishing the year strong. We’ll be back the second week of January. Until…

B2B marketers face external challenges that may impact marketing effectiveness in 2024 and beyond.

Multiple studies and our experience with clients confirm that prospecting is the most important and hardest step in the sales process.

If you are a salesperson or sales leader and aren’t doing this, you’re missing an opportunity to improve sales performance.

Sales math is easy and provides a big-picture view needed to make business decisions regarding selling efforts. No accounting degree…

Turbulent market conditions can be an opportunity for companies that prepare and a nightmare for those that don’t.

My Thoughts on Artificial Intelligence (AI) in B2B Sales

Marketing leaders can’t rely on intuition and experience to quantify marketing ROI meaningful to financial management, including CFOs.

Today, an organization’s CRM is as essential as billing, inventory, ERP, or other IT systems.

Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. — Jim Rohn

Sales leaders struggle to find the time to coach their salespeople to succeed.

The goal of sales training initiatives is to grow revenue and improve margins. However, organizations struggle to prove that training…

Now, and forever it will be just Sales.

If your organization lacks confidence in the accuracy and health of the Sales Pipeline, having the appropriate fields on the Open Sales…