RIP: Sales Training

Sales Benchmark Index

Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force. You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter.

B2B is Dead – Long Live B2P

DiscoverOrg Sales

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. B2B companies with brands that are perceived as strong generate a higher EBIT margin than others. Muting a unique company voice. B2B vs B2C vs B2P.

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Selling value – an innovative framing

Sales Training Connection

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Selling value.

Build Predictable Revenue

Your Sales Management Guru

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. Many times we hear that “our company is too small to do these management systems that you show us, Ken”.

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. Brian: Smart companies invest a lot of money in their CRM systems, which are great for storing data.

Overloaded And Overwhelmed

Partners in Excellence

In some cases, smart companies re-engineered a lot of what they did, slimming things down and doing what they could to eliminate unnecessary workloads. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

Get It Together! Marketing and Sales Collaboration That WORKS

The Pipeline

All this bickering is stealing from your company’s bottom line. Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. To succeed in business today, your company must bridge the gap between sales and marketing.

The Perils of Piecemeal

Cincom Smart Selling

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Customers today are looking for large companies to deliver solutions instead of products. Make sure that all of your company’s products integrate.

4 Trends Shaping B2B Marketing in 2011

Pointclear

A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. B2B companies have to produce the right kind of content: Web content should be honestly empathetic and seeded with utility for your customers; it should be inspired by your unique perspective and reflect your business's core values and authentic “voice.”