InsideView

InsideView research reveals critical attitudes among Millennial sales and marketing professionals

Millennial-aged sales and marketing professionals have an even lower opinion of each other’s roles in the enterprise than the current generation, according to research conducted by CRM and marketing intelligence software maker InsideView. In its report, “The State of Sales & Marketing Alignment in 2018: How Leading B2B Companies Drive Growth by Aligning Go-to-Market Teams.” San […]

C-suite sale

The C-Suite sale: Keys to determining the relevant executive for a sales opportunity

Competitive salespeople don’t waste people’s time, least of all their own. They identify the relevant executive for each sales opportunity, and they take time to understand the dynamics of their customer’s organization to uncover where influence, power, and control over a particular project reside. “It doesn’t have to be the CEO of a corporation,” said […]

Outlaw contracts legalese

Outlaw fights back at the incomprehensible legalese that plagues business contracts

It should have been a celebratory time for Evan Schneyer. His travel-oriented startup, Wanderfly, was being sold to Tripadvisor after about five weeks’ worth of discussion. Then, when it came time to sign on the dotted line, the contract challenges emerged that gave birth to his new venture, Outlaw. “It was like a glorified job […]

sales coach

A sales coach offers his best advice on making great first impressions with customers and prospects

Take it from an experienced sales coach: one of the hardest tasks is to quickly establish credibility.  This applies to everyone you meet with for the first time.  All things being equal, a positive first impression means they will trust you to help them.  A negative first impression can only be corrected by time and […]

SiriusDecisions

SiriusDecisions to launch research study and annual summit for Canadian B2B organizations

SiriusDecisions is conducting a research study exploring some of the biggest challenges within B2B organizations, the results of which will kick off its first-ever Canadian conference in March. The firm’s 2018 Canadian B2B Sales, Marketing and Product Management Study will be highlighted at SiriusDecisions 2018 Summit Canada, a day-long gathering with keynotes from Export Development Canada, […]

b2b lead generation

How to Harness the True Power of the 7 Top Content Types for B2B Lead Generation

Today’s top B2B brands tend to rely on seven types of marketing content to generate the majority of their leads. These content types include, in order of effectiveness, email marketing, content marketing social media marketing, landing page and website optimization, SEO, paid search, and webinars or virtual events.   Before your organization starts putting these […]

Differentiator

How to identify the right product differentiator to boost marketing and sales success

One of the biggest challenges for today’s seller is helping their buyer understand their product or service’s differentiator — in other words, what makes it  better than others that walk, talk, look and act like it. None of us wishes for our solutions to be thought of as an imitator or second-best. We want our business […]

Spotify

5 Spotify playlists to help sales and marketing teams create the perfect soundtrack for 2018

The day after New Year’s is typically when the music stops and the back-to-work monotony begins.  Hopefully you’re coming back to your desk feeling refreshed after at least a few days off from work, but even then, getting back into the groove, so to speak, can be difficult. That’s where Spotify’s playlists come in.  If you […]

Stories

Best of B2BNN 2017: Why these 10 stories resonated with senior business leaders

Assessing the performance of stories on B2B News Network is probably a little different than most other online publications.  First, there’s the nature of the audience, which spans everyone from CMOs and CIOs to heads of sales and even company owners or CEOs. Although some of what we publish would be of interest to all of them, there are […]

sales and marketing

Sales and marketing data providers: How to choose the best from the rest

Poor or inaccurate contact sales and marketing data results in significant losses in revenue and customer retention – both things no business can afford to lose.  In addition, implementing a sales contact data solution purely in the spirit of “cost effectiveness” can be a fatal mistake. On the flip side, good sales contact data can […]

okrs

OKRs: How the right objectives and key results process can help sales teams soar in 2018

At one point or another, you may have heard the saying, “Routine sets you free.” That principle holds true in the business world and can be applied to corporate goal setting, too. With a powerful, routine-oriented goal setting framework like OKRs (Objectives and Key Results), your organization can fall into a pattern of setting, tracking, […]