Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. Build out a YouTube channel of customer testimonials. But change is hard and change management can take time and aligning incentives is a must. Very cutting edge!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

OnePageCRM

MARCH 8, 2017

If you’re selling a thousand dollar B2B server,99 looks trivial. But they used a different incentive… Alternative currencies. The cost to dropbox was effectively zero and the word-of-mouth virality bypassed traditional marketing channels and ad spend. And charm prices can work differently at different scales.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

If you’re selling a thousand dollar B2B server,99 looks trivial. But they used a different incentive… Alternative currencies. The cost to dropbox was effectively zero and the word-of-mouth virality bypassed traditional marketing channels and ad spend. And charm prices can work differently at different scales.

Strategy 20

Strategy Discount Lead Rank Enterprise 20