Sales Model

How to Choose the Right B2B Sales Model

A big factor in the entire lead-to-revenue (L2R) process is making sure that you start with the right marketing and sales model. In our initial engagements with B2B clients, we are sure to ask them the types of questions that let us know whether their go-to-market model needs just a tune-up or a complete overhaul. […]

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How to Sell More by Selling Less

My friend (and very smart marketer) Debbie Breemeersch recently shared a great article on LinkedIn: The Secret To Sales Success: Stop Selling!  The author is Atchison Frazer, CMO of Xangati. Frazer talked about his last two years at Cisco, when the company implemented go-to-market strategies that essentially flipped the “good selling” moniker on its head: […]

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How to Get Invited to the B2B Sales Dance

Why Market Awareness Often Trumps Sales Skills My friend and client, Richard Hoffmann, just published a really great white paper on behalf of his company, Trade Only Design Library (www.TODL.com). The purpose of the paper was to tell manufacturers how to grow their market awareness among the architecture and professional design community. I was intrigued […]

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Can You Really Use Marketing to Shrink the B2B Sales Cycle?

It seems at least once a week that I talk to a B2B company about how to shrink their sales cycle. Sales executives and CEOs get especially frustrated because their quarterly sales forecasts become much harder to predict when the sales cycle timing is all over the map. For example, we have one technology client […]

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Top 6 Ways that Marketing Supports B2B Sales and Revenue

Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What in the heck does sales want from us anyway?”  And the problem is, the sales department sometimes doesn’t know what it wants — or it changes what it asks for on some seemingly random basis. […]

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Does Your B2B Sales Model Need an Overhaul or a Tune-up?

When designing a new, or optimizing an existing, sales model, you will be faced with some tough but extremely important decisions. The lifeblood of your business is not only in creating valued products and services, but also the ability to acquire new customers at a low cost relative to the average transaction amount. When you […]

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