Marketing and sales cannot align in a single meeting. They need to define together whom they actually want to win Conflict between marketing and sales often begins before the first contact with a customer. Marketing celebrates the volume of leads, while sales considers them poor…
Margin is not lost only in the final negotiation. A salesperson can give it away in the very first conversations Companies often respond to declining margin by tightening discount…
A marketing lead is not yet a sales opportunity. Weak qualification forces salespeople to waste time on the wrong people Marketing and sales can evaluate the same lead very differently. Marketing…
In complex B2B sales, more than contacts get lost. The greatest damage comes from context scattered across people A long sales opportunity can last for months and involve several…
CRM and sales-engagement tools solve different problems. Poor integration between them, however, creates worse data CRM should preserve the shared history of customers, opportunities and the…
In complex B2B sales, tracking the opportunity is not enough. You need to know how the customer actually makes decisions Meetings, presentations, a new contact, or a submitted proposal can create…
AI-enabled buyers may know your competitors and prices before the first call. Salespeople must add what research could not reveal Some customers enter a sales conversation with AI-generated comparisons of…
AI can prepare a customer success plan in half an hour, but it cannot take over the relationship or complex decisions Customer success staff often move between technical support, renewals and…
Customers can vet a salesperson with AI before ever allowing a pitch Artificial intelligence no longer helps only salespeople with preparation.…
Spreadsheets and Workarounds Show That the Sales Team Has Outgrown Its Current CRM A simple CRM system may serve a small team for a long time. As the company…
The Gap Between Top and Average Salespeople Comes from Discovery Quality, Not the CRM System A sales team can use a common methodology and still produce an unreliable…
Cold Calling Works Only When Sellers Stop Reciting the Pitch and Start Listening Cold calling does not have to be a lost channel if the salesperson respects…
To achieve success in sales, you must focus on these four things Do you want to become a successful salesperson and achieve long term…
