sales management
B2B sales = change management
Working with complex b2b sales is really about change management. You are helping people make the improvements needed to move their business in a positive direction. However, in order to improve, they will need to change how they do things and you are interrupting their status quo. The more risky and cumbersome they perceive this change to be, the more complex the deal becomes.
Efficiency, effectiveness and the role of CRM
Quick – what’s the difference between efficiency and effectiveness? Don’t worry, these two words can confuse us. Efficiency measures how fast you do something, while effectiveness tells you how useful your efforts are towards reaching an intended end result.
Pass the baton, not the blame
Ever heard of sales and marketing not getting along? You’re not alone. Aligning marketing and b2b sales has quickly become a top priority for companies around the world. What’s the perceived problem, in 50 words or less?
The journey to B2B sales excellence
Welcome! This blog is intended to share thoughts on how to elevate the sales profession – specifically within complex b2b sales. Our goal is to be a catalyst on the journey to b2b sales excellence.
