Digital Selling: Transforming B2B Sales (2020 Update)
Shifts in Consumer Behavior And Technology Four years ago, Andy Hoar writing for Forrester Research, famously postulated that a million B2B sales representatives would be displaced by 2020. Andy asserted that the combination of digitally enabled self-service models and the retirement of previous generation buyers who are replaced by digital-native buyers would form new […]
Sales Leadership When The Future Is Unclear
[ 2 -3 min read ] Without A Clear And Adaptive Sales Strategy, Customer Acquisition Efforts Fail We have heard paraphrased versions of this again and again. Despite this, sales leaders frequently find themselves managing in situations of strategic ambiguity. As the pace of change continues to accelerate, sales leaders are quickly learning management agility […]
Measuring Value To Succeed In Uncertainty
[ 2-3 min read ] According to research by McKinsey & Company, there are three scenarios of COVID-19 affecting the world economy. Unpleasant as it is, let’s look at scenario #3 since they label it as ‘the most likely’. Scenario Three & Most Likely: The middle of Q2 sees some progress of the containment of […]
Does Quota Even Matter?
Several years ago, in my last position as a major account executive, my brand new first-line sales manager asked me to sit down with him so he could give me my new quota for the year. I told him that I did not care what quota number he assigned to me and that the quota […]
End the Bickering Between Marketing and Sales
Firms can earn big returns by effectively measuring each step in the sales and marketing process Do you hear your Sales leaders complain to Marketing that their teams are not getting enough high-quality leads? Are the Marketing folks pointing to the high volume of leads that fit the Ideal Customer Profile criteria and have shown […]
