As covered in our recent series of articles on B2B sales, today’s B2B sales landscape is radically changing. The sales funnel is being replaced by sales pipeline – with full understanding of, and a tracking with, buyer experience. Pitch selling is being replaced by insight selling, in which salespeople listen to and consult with buyers ... Read Post

A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business. But if it’s to deliver the best results possible, the process needs to be scalable. In this post we’re going to: Explore the reasons why scalability in your sales process is so important ... Read Post

In our recent series on Marketing and Sales Alignment, we’ve discussed many ways in which Marketing and Sales can work as a cohesive unit, instead of in traditional isolation and (often) conflict. A recent article in Harvard Business Review entitled Ending the War Between Sales and Marketing pointed out that a case can be made ... Read Post

Your sales process is arguably the most important tool you have at your disposal to empower sales reps to achieve their quota. In sales, a generalised aim is to convert a lead as quickly as possible. That’s because research shows that the longer a lead hangs around in your pipeline, the likelihood of it converting ... Read Post

For financial services brokers, agents, advisors and money managers, there is stiff competition. Many are offering similar or the same services, making the same promises, even seeking the same clients. In this environment of “sameness”, how can you set yourself apart from the competition, both in actuality an image? The answer is outstanding customer experience. ... Read Post

Your CRM system has been in place for several years, and countless hours have gone into implementation, training, tweaking and campaigning for its use. Management has been able to use CRM, at least to some degree, to track sales, and other departments such as tech support and customer service have been using it as well. Read Post

In our last article on Marketing and Sales Alignment, we covered some primary areas of friction between Sales and Marketing. In this article we are going to go through that same list, and discover what might lead to a smooth meshing of these two crucial gears within a company. Read Post

If your sales process is inefficient or it fails to add value, you’ll find it will frustrate your sales reps on the ground, make management of those sales reps more challenging and harm your ability to close deals. In comparison, if your sales process is designed to reflect best practice, empower your sales people and ... Read Post