sales management
3 steps for successfully targeting and segmenting your customers
Success in B2B sales has little to do with individual behavior and professional selling skills. It depends on sales leaders’ ability to set the right direction and to empower the organization with the right tools. One tool is a customer segmentation and targeting model. Here are three steps to help you build a successful customer segmentation and targeting model.
CRM: Graveyards of Information or Powerhouses for Improvement?
George Brontén from Membrain has been following my posts and regularly provides insightful comments. LinkedIn is an amazing platform for building relevant connections with thought leaders around the world and we decided to catch-up on Skype.
How to ramp up new salespeople faster
When speaking to sales leaders and CEOs, I often hear complaints about how long it takes to hire salespeople and get them to generate positive cash flow for the company.
5 Irreversible Shifts In Buying Behaviour
In recent months, I have seen an ever-increasing amount of attention dedicated to the fact that B2B buying is changing - and fast. And that's a good thing: it finally seems like everyone’s coming to terms with the fact that buyers are firmly in charge of the buying process today.
How should B2B sales people spend their time in order to reach quota?
Get your spreadsheets out! Or, use this template. We created it to help our clients answer a very important question:
How do buyers buy?
In the Internet age, the power of information has shifted from seller to buyer. In the past, buyers needed to contact sales people for product information. Today, massive amounts of product information is available online. Buyers can educate themselves without sellers knowing about it, and competition is global.
