Tag: for Head of Sales
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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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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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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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Nurturing and ABM Through the Eyes of a Salesperson: How New Approaches Make Your Job Easier and Deal Sizes Bigger
Nurturing and ABM Through the Eyes of a Salesperson: How New Approaches Make Your Job Easier and Deal Sizes Bigger During a meeting, your manager announces the introduction of two new approaches: Nurturing and ABM. Your first thought is most likely: “Great, marketing has invented something else. Now they’ll spam my ‘warm’ clients, and I’ll…
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How Investments of Salespeople’s Time in Marketing Pay Off
How Investments of Salespeople’s Time in Marketing Pay Off What is the most valuable and expensive resource in the commercial function? It’s not the CRM system or the advertising budget. It’s your salespeople’s time. This is why the idea of closer integration with marketing often raises justified concerns among sales leaders. “It sounds great,” you…
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A Pilot with the Sales Team: How to Rebuild One Part of Your Funnel in 90 Days
A Pilot with the Sales Team: How to Rebuild One Part of Your Funnel in 90 Days You know your sales process is far from perfect. Deals get stuck, new hires take a long time to reach target performance, and your best salespeople rely on “heroics” rather than a system. However, the thought of restructuring…
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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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How can you validate a segment without a CRM or a marketer?
How can you validate a segment without a CRM or a marketer? It’s common to overhear conversations like this inside companies. The Chief Business Development Officer (CBDO) says, “We need to test a hypothesis about entering the financial sector.” The response is: “Great idea, but first, we need to implement a CRM, set up end-to-end…