Delivering Answers to the Point of Sale
A Realistic and Pragmatic Approach for Helping Salespeople Make Data-Driven Decisions
While the promise of data-driven decisions in sales is compelling, it's rarely realistic. But by taking an approach that addresses the reality of most B2B selling environments, you stand a much better chance. In this tutorial, you will learn about:
- The underlying flaw in the generally-accepted concept of "business intelligence" that's led B2B companies astray
- The three unintended consequences companies have experienced in the interest of "putting data at their fingertips"
- Why people in the field need far more than data and the powerful mindset shift that can help you deliver it to them
- Five straightforward steps you can take to make the transition and avoid the problems others have experienced
This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
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Diagnosing Sales Problems
Failing to identify the true root causes of sales performance problems often leads to a frustrating game of Whack-A-Mole. In this on-demand training webinar, learn how to identify and correct the real root causes behind sales performance issues.
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Stop Guessing About What Your Prospects Value
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
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Creating More Powerful Sales Proposals
Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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Recognizing Seven Deadly Targeting Mistakes
In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.
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