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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 ...

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. ...

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.

A radical change is occurring in the world of B2B sales. With 65 percent or more of the buyer’s journey having happened before a buyer ever speaks with a salesperson, it is clear that the era of lead, qualify, pitch, close is rapidly fading. With buyers who have already educated themselves on their issues and, through ...

You’ve probably heard that 65 percent or more of today’s B2B buyers have fully researched purchases before ever talking to a sales rep. This radical shift has changed the buyers’ journey in today’s business world and it come about because of the internet.

In our recent articles on marketing and sales alignment, we’ve primarily focused on co-defining levels of leads for the two groups, and encouraging cooperation between them throughout the sales process. It’s kind of like two members of a superhero group like the Fantastic Four: they both bring considerable yet different powers to the table. In ...

As we’ve been covering in earlier articles, computing ROI for a CRM systems is an involved affair. But another way of figuring ROI for CRM would be to put it under the heading of efficiency: how would efficiency be improved for the key areas of the company? For in the end, that’s what CRM is ...

At very first glance, it wouldn’t seem that buying or selling a home or commercial property would be all that complex. One party wants to sell. One party wants to buy. They come to an agreement. Money changes hands. That’s really all there is to it, isn’t it? Do you really need a CRM application ...