What is “Smarketing” and How to Do It Right
What is Smarketing? Business strategies are regularly tweaked and shifted in an attempt to find a smart marketing and sales balance. If the two departments are in sync, then the…
50 Sales Questions to Ask a Prospect
The key to success in sales is asking the right questions, whether you’re getting your foot in the door or trying to reach the top decision-maker. Before you make contact,…
Don’t Neglect Your “Zombie” Sales Leads. They Can Come Back to Life!
In a mature B2B sales operation, Marketing and Sales have to communicate with each other. Part of that communication is to invent an internal language specifically designed to identify the treatment of prospects…
Planning Your Sales Kickoff? Here are 5 Tips to Get You Going
The annual sales kickoff is a major event for any sales organization. It sets the tone and priorities for the entire year, and is often the only time the entire sales…
How to Analyze Sales Data, Trends and Performance
Sales data provides an open door to improvement in decision-making, future performance and customer satisfaction. Ultimately, it’s a key to a company’s success. The statistics and information you receive allow…
Measuring the Right Marketing and Sales Metrics for Success
There’s sometimes an unfortunate rift between two crucial departments of an organization: the marketing team and the sales group. While this Great Divide exists, it’s still up to both to…
Why One-Call Closes Aren’t Always a Good Thing
Ring, ring! Who’s calling? Money! Many salespeople think a one-call close is the Holy Grail of sales, and it’s easy to see why. A one-call close is a sale where…
Gen Z Sales Trends You Need to Know About
New Gen Z Sales Trends You Need to Know About Generation Z is quickly becoming the biggest generation of consumers and by 2020 will account for 40% of consumer shopping…
B2B Lead Generation Hacks You Can Use This Summer
B2B Lead Generation Hacks to Get Through the Summertime Sales Slump When your best prospects are on vacation in the summertime, leads may be a little harder to come by,…
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