Good Reads for B2B Sales – Five Greatest Sales Effectiveness Inhibitors

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Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear’s online B2B sales circles.

 

Can Fewer Leads Mean More Sales?

Does this sound familiar? Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. This was the situation shared by Christine Nurnberger, VP of Marketing at SunGard Availability Services. Learn what steps she took to align her sales and marketing teams to increase lead quality and sales. Via BtoB Magazine

The Five Greatest Inhibitors to Sales Effectiveness

A repeated topic at this year’s SiriusDecisions Summit was sales enablement and effectiveness. In this article Matt Heinz summarizes the five greatest inhibitors to sales effectiveness shared by John Neeson. Also interesting are new statistics on gaining buyer’s trust. Via Heinz Marketing

[Video] Why Prospects Avoid Making Buying Decisions

In this short video, Jill Konrath, shares her recent experience from the other side of the table—as the buyer. Watch to learn her advice on a common sales challenge and how to potentially overcome it and influence the buying decision. Via Jill Konrath

Advice for Sales Managers from their Salespeople

What you feel are your greatest strengths and weaknesses as a manager and what your sales team would say may surprise you. One company wanted to find out just that so they surveyed their 1,500 B2B salespeople. Read to find out what item sales managers ranked absolutely worst at according to their team. How would your team rank you? Via TopLine Leadership Inc.

What Is Sales Enablement?

SiriusDecisions does ongoing research around the function of sales enablement. A recent survey of companies revealed that this function continues to broaden and expand in its responsibilities. To help organizations manage this process they developed the SiriusDecisions Enablement Framework. Read to learn more. Via SiriusDecisions

Republished with author's permission from original post.

Dan McDade
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

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