Category: ceo
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The Transformation of Demand Management in B2B
The Transformation of Demand Management in B2B Your sales manager has spent the last three months negotiating with the procurement director of a large manufacturing company. Everything has been going perfectly. Presentations have been delivered, the product demonstration was successful, and the price has been agreed upon. It seems that the deal is about to…
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Social Selling: A Guide for Companies
Social Selling: A Guide for Companies Your potential client, the chief financial officer of a large company, is looking for an automation solution. He doesn’t respond to cold calls and ignores email campaigns. However, a week ago, he liked your LinkedIn post about a similar project, left a comment, and viewed your profile. This may…
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An Alternative to Cold Calling in B2B Sales
An Alternative to Cold Calling in B2B Sales For years, the death of cold calling had been predicted in the professional community. However, it did not disappear; rather, its role has changed dramatically depending on the type of business. In some B2B segments where decisions are made quickly and mistakes are inexpensive, telephone outreach remains…
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The Persuasion Pyramid: How to Build a B2B Presentation That Sells
The Persuasion Pyramid: How to Build a B2B Presentation That Sells Every day, the head of a large industrial company makes dozens, if not hundreds, of decisions. Each one consumes mental energy. By midday, his mind is tired from choosing between options such as which contractor to approve, which deal to close, and where to…
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Marketing in the Age of Rejection: How to Sell When Customers Have Closed the Door
Marketing in the Age of Rejection: How to Sell When Customers Have Closed the Door It now costs three times more to acquire a customer, conversions are dropping to zero, and emails are being deleted unread. Traditional methods are ineffective — advertising platforms are closed, contact databases are banned, and buyers ignore salespeople. But the…
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“What You Can Learn About a New Market in Three Weeks”: A Framework for a Rapid Test
“What You Can Learn About a New Market in Three Weeks”: A Framework for a Rapid Test How Much Does a Strategic Mistake Cost? A decision to enter a new market based on incorrect assumptions can result in millions of wasted rubles and almost a year of lost time for a company. This is an…
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We Do Not Have “Account Managers.” We Have Marketing Engineers.
We Do Not Have “Account Managers.” We Have Marketing Engineers. Does this sound familiar? A chief technology officer spends an hour carefully explaining a complex technical detail of the product to an account manager from an agency. The account manager takes notes, nods politely, and leaves. Two days later, you see an advertisement with gross…
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How to Turn a CRM from an Archive into a Smart Sales Assistant
How to Turn a CRM from an Archive into a Smart Sales Assistant Ask yourself one question: What is your CRM system really? Is it merely a “warehouse” of contacts and deals that salespeople reluctantly update for reporting purposes? Or is it the command center of your sales force, equipping salespeople with real-time intelligence and…
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Content That Closes Deals: Four Formats Your Sales Team Needs
Content That Closes Deals: Four Formats Your Sales Team Needs A classic situation in B2B sales. The deal is 90% complete. The commercial proposal has been sent, the client likes the product, and your contact person (the “champion”) is on your side. Victory seems close. But the contract is still not signed. The deal has…
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“You Are Not Losing Control, You Are Reclaiming It”: How a Systematic Approach to Marketing Strengthens the Authority of the CEO
“You Are Not Losing Control, You Are Reclaiming It”: How a Systematic Approach to Marketing Strengthens the Authority of the CEO The classic image of a strong leader is someone who stays up to date on everything. They personally approve advertising creatives, participate in sales meetings, and review website copy. This seems to be total…