Too often, B2B sales leaders focus on revenue goals when they should target sales tactics instead. So say Jason Jordan and Michelle Vazzana, the authors of the book “Cracking the Sales Management Code.”
Jordan and Vazzana make a compelling argument for sales leaders to concentrate on what is within their control rather than just aiming for a number.
Never waste an opportunity to learn from a lost deal.
What is competitive intelligence (CI)?
A nuanced understanding of the marketplace in which you and your competitors are situated? Yes.
Corporate espionage? No.
Thinking about taking a break to check your email? Think again. These few minutes are costlier to your productivity than you think.
If you’re going to transition from one market segment to the other, you sometimes just have to “rip off the Band-Aid hard,” according to MobiTV CEO Charlie Nooney.
When it comes to B2B studies, having the right people is just as important as asking the right questions.
Your sales team is conducting qualitative research all the time. Talking to them is perhaps the lowest cost qualitative research project you could possibly do. It’s also your best chance to achieve a strong sales strategy in sync with the goals of your organization.
When it comes to B2B market research, there is no better tool than In-Depth Interviews (IDIs) for gathering insight.
Market research 101: talk to the competitor’s customers. Here are 11 key B2B market research questions for buyers who have opted for the competitor.
A quick caveat: for the best market research data, it’s important to speak with people who recently worked for the competition. Someone who worked there two or three years ago won’t be able to clue you into the current state of the company.
