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.
The killing of the conference call PIN is a case study in disruption.
Somewhere between intent and interpretation, a lot can get lost in translation.
Never waste an opportunity to learn from a lost deal.
How should marketers balance the need to be visible with the need to be relevant and useful?
Are you losing deals because of your sales team’s actions?
When it comes to B2B studies, having the right people is just as important as asking the right questions.
The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it is being used for.
Understanding customers’ key buying criteria is vital to having a competitive edge. To give the people what they want, you have to know what they want.
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.
B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.
