Here are some worrisome trends from CMO priorities in a Marketing dashboard from a Gartner survey – Gartner surveyed CMOs across 600+ companies and asked them ‘the most important metrics on their marketing dashboard’. First the good news:Share of wallet is # 2, competitive benchmarks got high ranks. Here is what’s worrying:1. Priority being awareness;…
Read more
Did you think quota crushers, hunters and lone wolves make great salespersons? Guess what – radically different skills are in order! Technologists, delivery experience, highly analytical, problem solvers and storytellers are as important as ever. Graham Hawkins, blogging on a Salesforce state of sales research identifies the following skills as most important:1) Teachers – ability…
Read more
Nothing gets the adrenalin flowing more than organising a good event that generates million-dollar opportunities for a B2B. The highs are very high & lows are quite low! Here are some tips on how to maximise success with an event: 1. Agenda drives speakers which drives attendance. Don’t waste too much effort on food and…
Read more
Some of the fastest growing B2B companies in India are building their entire pipeline through LinkedIn. What’s your excuse if you are in B2B sales whose buyers are on LinkedIn – and you are NOT into social selling? Here’s how to get started: 1. Create content that you feel excited to write about. It should…
Read more
More than 2/3rd of a salesperson’s time goes in follow-ups. Selecting the right prospect to go after is vital. Going too mass-market will result in you chasing buyers without budget or authority; going too narrow will entail you chasing ET 500 CIOs who already have 100s of vendors behind their backs! How can you decide…
Read more
