What are the winners of sales opportunities actually doing differently?
When I first met John Doerr and Mike Schultz, of the Rain Group, it was via introduction by their European colleague Ago Cluytens. Ago and I had connected earlier and he gave me great input on Postwire. When I entered the RAIN Group offices, things were slightly amiss as they
An Unconventional Idea for Accelerating Sales Cycles
A simple suggestion for sales reps – Answer your prospect’s question before he or she thinks to ask the question. This approach results in three benefits: Builds Trust Accelerates Sales Cycles Increases Close Rates This approach is counter to conventional thinking, so let’s explore how business buyers’ behavior is
B2B Sales and Marketing: Alignment for the Win
“In the old world of sales, salespeople controlled the information. Today, all of the information is publicly available on the internet. The salesperson must now add value, because if salespeople are not adding value to the discussion, they’re losing. They’re losing the chance to get in on the deal early, the chance to set the buying vision, the chance to create an evangelist customer that will help spread the word about their product or service, and obviously the chance of closing the deal.”
Watch your Close Rates Climb! Content Marketing meet Sales Enablement
Win rates of 70% on sales opportunities? Unheard of you say, but let’s take a look at how this can happen- by having content marketers align their content with one of their best channels – the sales team.
Marketing and Sales Alignment Through SWOT Analysis
Marketers building a feedback loop with their sales teams was one of the topics I covered that generated the most interest and response during the “Why Sales Doesn’t Use Your Content” webinar with Percussion Software.