1. Where to start when you experience B2B sales performance issues

      If you are a B2B sales leader experiencing sales performance issues, with sales teams that must execute a complex, solution, or value sales model — what do you plan to do? These are some of the actions you might be taking, or considering: A performance improvement “initiative” – reps often refer to this as the “program of the moment” – messaging work, prospecting training, account strategy planning, sales coaching, etc. Re-organize – teams, managers, adjust sales resources Change sales tactics — specialty teams, named accounts, vertical teams, product specialists, changes to individual rep’s sales bag Re-work territories – add or remove accounts Make product and/or pricing changes Manipulate incentives – (will spiffs work as well for a complex, value sale, as they do in a high-volume transactional sale?) We hear sales reps comment on it this way, “every six months it’s the same drill, people run around asking ‘why isn’t this working?‘” When this...
  2. Three focused actions improve your B2B sales effectiveness

      This article introduces the discovery of a simple and practical approach to improve B2B sales effectiveness. It is especially important for B2B selling organizations with, or trying to adopt, a value selling model. And it’s an approach few organizations have thought about.   The Sales Effectiveness Problem and Core Cause For B2B selling organizations, there is only one primary sales problem … … the inability to predictably, reliably and profitably hit your revenue (growth) number.  There are numerous causes. The cause that seems most pervasive, and not well addressed, is … … the inability to deliver effective knowledge, conversations, and information, in context, at scale.  These factors are each important and inter-related. But the core cause is ineffective sales conversations. Specifically, the inability to engage new prospects effectively, to speak with insight about the prospect’s business issues, and to create value through how you sell as much as with...

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Resolving the number one unconsidered cause of low B2B sales and marketing performance, and revenue growth …
… the inability to deliver effective knowledge, conversations, and situation-specific information (content), in context, at scale
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