A well-crafted, effective go-to-market plan is the holy grail of development. Why have so many missed the mark? They too often skip step one and rush right to their goal, buying a generic go-to-market plan or creating one with little to no research.
Sales Enablement Content: What is it?
Simply put, sales enablement content are pieces that move prospects through the sales funnel. These can be sales sheets, blog posts, infographics, case studies, or any piece of content you use as part of your development strategy. Read More
If you work with the retail industry, the busy season preparation starts now. And, despite the disruptions of the on-going global pandemic, consumer insight surveys found COVID-19 “hasn’t impacted consumers’ holiday spending plans.” Though shoppers don’t plan to change their spending, they do plan to change their habits. The same survey found more people plan to shop online, with almost 70% planning to start before Black Friday. Read More
The state of manufacturing has evolved over the last decade. Rapid tech advances accelerated speed-to-market, and product demand increased in some industries and decreased in others. At the end of 2019, Deloitte put out a report stating manufacturing “overall deal value has increased by almost 35%” while “volume decreased by almost 30%”. The authors go on to say that manufacturing companies that diversify their portfolios and business models were the most likely to succeed in this ever-changing market. Read More
As we end month six of the coronavirus outbreak, businesses are shifting from immediate responses to long-term planning. With everyone adapted to a new safer work environment, development teams are turning to questions like, “Will we be hitting sales quotas?” and “Are our old goals still relevant?”. Read More
There are many reasons why you need to up the motivation for your inside sales team. It could be a summer slump, an overworked team, or you could be in the midst of a crisis, like the global pandemic that hit the world in the Spring of 2020. Sales is stressful in normal times, but any of these small or large issues can send your team into a tailspin. How can you keep them connected, motivated, and successful, no matter the issue at hand? Read More
In mid-March of 2020, the world changed overnight when the COVID-19 novel coronavirus was declared a pandemic. Schools closed, businesses shifted to work-from-home, and what was normal quickly became abnormal. As the dust settled from this rapid change, companies faced new questions and challenges, worries about hitting sales quotas, and how to maintain business in an ever-changing world. Read More
“No one picks up.”
“It’s a dead end.”
With the rise of data-driven prospecting and digital outreach in the development sphere, a rumor went around that phone prospecting was dead.
Yet, successful development teams still leverage phone prospecting for sales appointment setting. Why?
Anyone in the industry will tell you insurance is about relationships. Insurance agents and their clients need to build trust, and that means devoting time and energy to excellent service and fostering connections. Read More