Did you know that 82 percent of B2B decisionmakers think that sales reps are unprepared? This statistic reflects the all-too-familiar drawn-out sales presentations and calls that many executives have experienced. [...]
To successfully personalize the sales process for your potential customers, you must first understand the buyer’s journey and their readiness. The buyer’s journey begins when a potential customer becomes aware [...]
Do you know the difference between the wants and needs of your customers? It is essential to understand how you can appeal to both to create a successful sale and [...]
Thank you to Hans Van de Velde, Marketing Manager at Net IT, for this guest post! Marketing generates leads via different channels, but only a small percentage become new customers. [...]
In recent years, sales and marketing have both undergone tremendous changes. This is largely in response to changes in buyer behavior and technology. However, while these roles have changed significantly, [...]
It's a tale older than time. Sales says that marketing doesn't bring them good leads, and marketing says sales doesn't follow up on the leads they get from marketing. But [...]
Some of our customers have asked us how to determine if a specific Email Send is responsible for a given sale. It is possible to track this, but since you [...]
If you are a sales manager using Microsoft CRM, you can set up dashboards to quickly view key performance indicators (KPIs) at a glance. This blog post will cover the [...]
Why doesn't Microsoft CRM have a weighted revenue field for opportunities? Heck, I don't know. It is hard to imagine many sales teams that don't use some sort of revenue [...]
Here we will present a very simple way to think about the value of a new good lead. As marketers we often have to make decisions about marketing investment. When [...]
