Sales Transformation

What is “Sales Transformation” and Why Should You Care?

Seven Strategies to Accelerate Revenue Growth In its most basic form, Sales Transformation is ensuring you have equipped your sales team with the best skills, tools and sales infrastructure to enable successful and profitable sales campaigns. According to Wikipedia, sales transformation is a form of change management—realigning how assets and people are used to restructure a […]

Read More
Revenue Growth Mindset

Put Your Company and Yourself in the Right Mindset for Revenue Growth

When it comes to driving revenue growth, just as tactics follow strategy, proper action follows the right mindset. And the right mindset starts by replacing “I’ll try” with “outcome-based” marketing and sales. As the person responsible for hitting the revenue target, you simply cannot accept statements like: I’ll try to find you the information you […]

Read More
Revenue Growth Barriers

Stop Making It Hard For People To Buy: Six Barriers That Prevent Revenue Growth

Perhaps you have a great product or service that has proven benefits for those fortunate enough to purchase from your company. However, you are not getting the marketplace traction or revenue growth you need, and competitors are grabbing what should be your market share. The tendency in such a scenario is to demand a better […]

Read More

Is Your 2018 Lead-to-Revenue Plan Missing This Critical Ingredient?

Marketing and sales professionals talk about awareness, leads, opportunities and revenue. They do this because their ability to achieve positive and measurable results in these categories defines job performance. However, many companies would benefit from a taking a step back to gain a holistic and top-down view of the entire lead-to-revenue (L2R) process. The lead-to-revenue […]

Read More

The Importance of Processes in Effective Lead-to-Revenue

Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. You can read lots of articles and white papers about the various technology options – CRM, marketing automation, sales enablement etc., but in my experience, unless you get the processes right,  even the best people and […]

Read More

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. […]

Read More

Marketing Can Be Amusing

Marketing is a serious subject at most companies. After all, the marketing department is only one step removed from the sales department and revenue generation—the lifeblood of all businesses. As one of my favorite CEO’s was fond of saying, “Revenue covers a lot of other sins, but a lack of revenue causes all sins to be exposed.” […]

Read More