Category: sales
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When Your CRM Is Full of Trash, Marketing Can Help
When Your CRM Is Full of Trash, Marketing Can Help You open your CRM to build a sales forecast for the quarter, only to realize with despair that none of the figures are trustworthy. Deals have been stuck in the pipeline since last year, half of your contacts have changed jobs, and finding a truly…
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Marketing Helps Close, Not Open, Deals
Marketing Helps Close, Not Open, Deals In the world of B2B sales, there is a classic mantra: “Marketing opens doors; sales closes deals.” This division of labor worked for decades. However, in today’s complex world, where clients take months to make decisions and consult with numerous colleagues, this model is outdated. It’s not just inefficient;…
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Marketing is a Sales Instrument, Not a Separate Department
Marketing is a Sales Instrument, Not a Separate Department A familiar scene unfolds in the conference room. Your best salesperson says, “Marketing has once again provided us with low-quality leads. We’ve wasted our time.” An hour later, the marketing director approaches you and says, “The salespeople don’t know how to work with our leads. They…
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Why Do Deals Drag On, Even If the Product Is Great?
Why Do Deals Drag On, Even If the Product Is Great? Every Chief Commercial Officer has a deal like this in their pipeline. The “perfect” one. The client matches your ideal customer profile perfectly, your product is critically important to them, and the sales manager has built an excellent relationship with the main contact. At…
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How to Adapt When Clients Do Not Want Long-Term Contracts
How to Adapt When Clients Do Not Want Long-Term Contracts In the past, long-term contracts were standard in the B2B market. Companies sought to secure partnerships for years to guarantee stability. But now, everything has changed. Clients are increasingly avoiding multi-year commitments, preferring flexibility and short-term formats of cooperation. Why is this happening? There are…
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R&D Without a Market: Why Brilliant Developments End Up on the Shelf and How Marketing Fixes It
R&D Without a Market: Why Brilliant Developments End Up on the Shelf and How Marketing Fixes It Many companies with robust R&D divisions face a paradox. Technologically breakthrough products are created into which years of work and millions of dollars in investments have been poured. However, the market does not accept them. Sales do not…
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Business books do not help. Where should you look for useful information?
Business books do not help. Where should you look for useful information? Business books promise the keys to success, proven strategies, and insights from the best entrepreneurs. We read them, get inspired, and take notes. But after some time, we discover that nothing has changed in our work. Why does this happen? Most business books…
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Why Your Sales Department Is Ineffective: Non-Obvious Reasons
Why Your Sales Department Is Ineffective: Non-Obvious Reasons Every head of sales has faced this question: “Why don’t the results meet expectations?” Often, the blame is placed on the salespeople themselves. They are accused of not trying hard enough, working poorly with clients, or being unable to close deals. Others blame the market, the crisis,…
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B2B Sales Without Salespeople: Reality or Science Fiction?
B2B Sales Without Salespeople: Reality or Science Fiction? These days, there is a lot of talk about automating B2B sales. It seems that, very soon, traditional salespeople will be replaced by programs and robots. Long meetings, coffee-fueled negotiations, and piles of business cards gathering dust in desk drawers could soon be a thing of the…
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Customers Don’t Want Innovation. Why Would They? Stability Matters.
Customers Don’t Want Innovation. Why Would They? Stability Matters. Modern business is obsessed with innovation. Companies rush to implement neural networks, blockchain technology, and the metaverse — anything that sounds trendy enough to impress investors. Mention artificial intelligence in a meeting, and you’re considered a success. But here’s the problem: Most customers don’t care about…