Monthly Archives: May 2013

Three Tips to Align Sales and Marketing for Better Sales Results

We recently read a  SellingPower.com article that offered sage advice on the age-old problem of getting sales and marketing to align with advice from Ken Thoreson, managing partner of Acumen Management Group. Here are three tips he offered: 1) Track metrics. “Know … Continue reading

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Connect to the Buyer’s Journey and Reach Your Revenue Goals

by Bob Apollo If you’re in B2B sales or marketing, you’ve probably already heard this statistic: according to CEB research, 57% of the typical B2B buying-decision process is complete before a salesperson becomes actively involved in the sale. By that time, the … Continue reading

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Sales Presentations in Three Minutes: Avoid the Data Dump

One way sales presentations quickly go off track is the dreaded data dump. In her book, author and upcoming London Sales 2.0 Conference speaker Terri Sjodin says many reps worry that they’ll never get to all the points they feel … Continue reading

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