1. The epidemic in B2B sales prospecting

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        Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. Sales pipeline quality, volume and conversion rates are both symptom and impact of this situation. This condition is especially evident in companies that are engaged in a complex or solution sale. Sometimes this is called a system or platform sale. The analyst firm SiriusDecisions calls it a “new paradigm” or “new concept” sale.  I and others use “value sale”. Even companies with a traditional, product selling model are not immune. Companies that experience stalled revenue growth may attempt to shift from traditional product selling, to a more consultative and comprehensive solutions or platform approach. Too often they bring their traditional selling mindset, process and skillset with them. The B2B sales prospecting epidemic is the result of a critical underlying cause most people are unaware of and do not fully appreciate even when they become aware.   An Example Companies that have had a...
  2. Knowledge Delivered

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    Our theme this year is Knowledge Delivered. Why? We are all knowledge workers. Knowledge is actionable information. We operate inside organizations where knowledge creates value and competitive advantage. This makes knowledge and content strategic imperatives for any business. But we have a knowledge delivery problem.  Knowledge is locked away inside people’s minds, in content, within repositories, within systems. This inevitably makes it static, only moving toward out-of-date. When knowledge is needed, users must be aware of that need, know that it exists and where, have the time initiative and skills to go find it, and access permissions to complete the effort. To be a useful and usable asset knowledge must be delivered — when, where and in the right context. This works best when organizations incorporate the right knowledge, learning, communication support, and high-value content into daily activities and operating systems. It’s time to free knowledge from containers so it can be delivered to cause action. This is a foundation to breakthrough business...
  3. Why You Need a B2B Sales Content Strategy

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      If you sell the way you did 10 years ago, you don’t need a sales content strategy. There’s little strategy required to tell people about your company, products, features — just don’t forget those benefit statements! But if you’ve truly adopted a customer-centered sales philosophy you know you have new requirements. The new realities of selling to self-educating, digital era buyers has made having the right content an essential tool for sales professionals. The right content addresses every key buyer decision point throughout the customer engagement process. The importance and complexity of this requirement demands a strategy. Sales people need content to sell In B2B sales, especially a complex, considered or value sale, sales people still generate most of their sales “leads.” They develop virtually all sales opportunities. As it is for marketers, content is essential to capture prospect attention and generate interest. For sales people, tracking prospect content consumption indicates interest,...
  4. B2B Sales Conversations — By Design

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    To paraphrase David Packard, sales conversations are too important to leave to sales people. B2B sales conversations for key touch points should be designed. This optimizes conversation effectiveness and simplifies selling. It provides a common baseline that makes feedback and continuous improvement possible. How have you designed the sales conversations for your key touch points? How well do each of your sales people handle conversations at key touch points, or with different stakeholders? How consistent is the delivery of your messages across your sales teams? How does stress affect these results? I’m talking about the conversations where, when they are performed well, you’re in the game. You’re gaining respect and trust that makes it possible for you to educate buyers and influence a buying vision and decision criteria. Poorly performed conversations mean you might not even get into consideration, or might just be pricing fodder. According to SiriusDecisions, 71% of sales...
  5. Unpacking Challenger Customer Insights

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    The CEB book Challenger Customer, released in September 2015, will continue to garner support for its many insights. They provide important considerations for all B2B marketing and selling professionals, especially sales executives. Despite a breezy writing style, there are many dense sections. A level one reading risks missing several important but deeper implications for an organization’s go-to-market and content strategy. I’ve discovered this from conversations with colleagues and clients who have read the book. This post is not a book review. It assumes you have read CEB’s Challenger Customer. I will highlight key Challenger Customer insights and suggest important implications, considerations, risks and required actions that I (and colleagues) missed the first couple of times we read the book. These ideas can have a significant impact on execution efficacy and outcomes for those who attempt to leverage CEB insights. We all have a lot at stake in getting these concepts right...
  6. How To Fix Your Sales Content Problem

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      What if your “sales content problem” isn’t the real problem, but a symptom of the problem? Given the role of the sales organization to deliver primary business outcomes — new customer acquisition and profitable revenue growth — if your sales content sucks (technical term in the content business) why would you think your marketing content is any better? I suggest you probably have a “customer content” problem. “So what, isn’t this semantics,” you ask? Well, how you define a problem has a lot to do with how you go about solving it. It affects your orientation, and approach. I watched with interest the webinar How to Unclog Your Sales Pipeline, with Craig Nelson of CallidusCloud and Scott Santucci of The Alexander Group, moderated by Gerhard Gschwandtner from Selling Power. There may not be three people who know more about the B2B sales enablement problem. Each has thought about and worked on the best ways...

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