Are You Looking to Buy What I’m Selling?

Posted by Everett Hill on Wed, Feb 17, 2016

Devoted readers of my blog and newsletter may have been wondering why I haven’t posted recently. I took a detour from my consulting practice by hiring on full time with a client for fourteen months. I had an opportunity to get into a turnaround business (I'm a sucker for turnarounds) and “eat my own dog food” as a CSO. Here's what I learned.

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Tags: sales coaching, sales turnaround, b2b sales leads, sales training, sales tools, sales transformation, b2b marketing, turnaround strategy, sales performance, sales strategy, The New Solution Selling, prospecting

5 Keys to SCORE Better Customer Relationships

Posted by Joellyn Sargent on Mon, Dec 09, 2013

“Delighting the customer” is a popular mantra in firms dealing with the rapid evolution of the sales process. Technology has empowered buyers of all kinds – from B2B to consumer markets – to move themselves through the sales cycle. Taking a self-service approach, buyers discover new products online, research features, read reviews and even compare prices before engaging a sales rep.

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Tags: business development, b2b marketing, customer loyalty

Whose Lead Is It, Anyway?

Posted by Joellyn Sargent on Mon, Aug 20, 2012

If you’re looking for a topic where Sales and Marketing disagree, lead generation is a hot one. Listen in on any conversation between the two departments and you’re likely to hear something like this:

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Tags: sales effectiveness, b2b sales leads, b2b marketing

Want the Best B2B Marketing?

Posted by Everett Hill on Thu, May 17, 2012

“Marketing is so expensive, and it doesn’t get us new business. We’re not Coca-Cola, you know…besides, everyone in the industry knows us already. I’d rather spend the money retaining strong salespeople.”

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Tags: sales effectiveness, b2b marketing, b2b sales strategy