Category: Buyers Journey

They say first impressions are everything. Yet spray and pray, numbers games and overly templatized outreach is rampant in account-based selling. … Read More

Forecasts are notorious for guesswork and being difficult to predict accurately.  … Read More

Being buyer-centric isn’t always natural to Sales. After all, Sales is working towards its own goals with defined processes and systems.  So how can Sales find balance between their own needs and their buyers? Let’s take a look. … Read More

Pipeline v Funnel v Buyers Journey: Let’s dig in … Read More

Buyers and sellers far too often experience friction. … Read More

Account-Based Sales and Marketing strategies fundamentally rely on buyer understanding and insights. … Read More

Most B2B Sales organizations concentrate on their Sales Process without mapping the process to how their buyers buy.  … Read More

It’s a painful reality: B2B sales is complex, and getting more so at every turn. We need technologies like auto-dialing, transcription, automated email follow-ups and reminders to keep up with the sheer number of attempts it takes to make a … Read More

Does your business lack Sales and Marketing alignment? If so, you’re not alone—this is an age old issue. So, why is it that Sales and Marketing still operate along two different trajectories? Most often, this occurs where there’s a lack … Read More