Signals from the Field

Chris Leone, formerly Chief Operating Officer at WebStrategies, has been named President.  In addition to his current responsibilities, Chris will take on leading all day-to-day operations of the company including sales, marketing, operations and administration. 

How can you get your buyers to tell you their biggest challenges and greatest fears?    Our research tells us that buyers value a salesperson’s problem solving skills above all else, yet salespeople find it difficult to get buyers to share their challenges and fears.  This article focuses on a questioning technique that will get your buyers to open-up and share information to help you determine if you can solve their problems.  

A report came out recently about how small & medium-sized businesses (SMBs) intended to invest their digital marketing dollars in the coming year. When asked which marketing channel they intend to increase investments, 49% said their websites.

No sales - no business.  Weak sales – anemic business.  Sales is the life blood of business.  When sales aren’t what you think appropriate, how does a business owner or sales leader figure out why.  This article provides the top 3 reasons, in priority order, sales teams don’t meet their full potential, and provides suggestions for resolution. 

Many small business owners long for that ever-elusive high-performing B2B sales department.  That’s not a surprise considering the frustrations and failed efforts to hire salespeople who can generate a return on investment. 

Outbound prospecting is important to any B2B sales program.  With warm leads, you’re asking a lot of questions to determine what problems to solve.  But, when you’re prospecting with cold leads, you better have a good story to tell.     

B2B salespeople have many opportunities to shoot themselves in the foot, and this article describes 6 things salespeople should not load into their six-shooter.  

The skills that helped you start your own business are not the ones that will make you successful in the long term.  Inc. Magazine states that 96% of new businesses fail within the first 10 years.   

Some salespeople chase bad leads.  It’s one of the most frequent problems I see.  They invest lots of time and resources only to find out it’s a poor quality lead and no sale is made.  

Lack of sales activity, lead generation, is the leading cause of B2B salespeople not meeting their quotas.    This article describes four strategies for developing and executing a sustainable lead generation machine - never suffering from a lack of sales activity.