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Sales Leaders Blog


Our 10 most popular blog posts of 2012 – B2B Lead Roundtable Blog

Posted December 18th by admin

B2B Lead Management That said, as this is the last blog before 2013, I was inspired by Mr. Kasem to do our own version of a year-end countdown. I compiled a list of the top 10 most-tweeted blog posts from the B2B Lead Roundtable Blog. Here’s an at-a-glance analysis that could provide a glimpse of… Continue reading


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Your Lead Scoring System Doesn’t Make Sense – Marketing Leadership Council

Posted by admin

 Marketing Automation and Lead Scoring Lead scoring systems have many uses. They help measure how much a customer engages with your company, giving points for each click, view, and download. They also look at a prospect’s individual characteristics, like his title, company industry, and BANT-based readiness, to determine how likely he is to buy. These… Continue reading


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14 Sources for Content Curation Inspiration – Content Marketing Institute

Posted December 14th by admin

Curating Content for B2B Content Marketing Programs It makes sense that marketers are adding content curation to the content marketing mix. After all, the Content Marketing Institute’s own 2013 B2B Content Marketing Benchmarks report found that 64 percent of B2B marketers reported that producing enough content was a challenge.  Picking a topic is step one on your… Continue reading


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Five Presentation Mistakes Everyone Makes – Harvard Business Review

Posted by admin

 Improving Sales Presentations We all know what it’s like to sit through a bad presentation. We can easily spot the flaws – too long, too boring, indecipherable, what have you – when we watch others speak. The thing is, when we take the stage ourselves, many of us fall into the same traps. Here are… Continue reading


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Choosing the Right KPIs for Sales – Insight Squared

Posted by admin

Sales Metrics and Key Performance Indicators The story goes like this: the head of sales set metrics for his team. He did all the right things to create a data-driven culture. He shared the goals and results openly and watched his team’s performance against those metrics fly sky high. So what’s the problem? Sales were slow. While activity… Continue reading


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3P’s To A Healthier Sales Team – 3FORWARD

Posted December 13th by Dan Hudson

The end of the selling year is upon us and many CEO’s are asking themselves “What do we have to do differently in 2013 to achieve higher and more consistent sales results”?  Seems like a simple and straightforward question, but the answer eludes many CEO’s.  Inadequate sales performance can usually be traced to the 3… Continue reading


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Executing the Shift to Insight Selling – Sales Executive Council

Posted by admin

Training Sales Teams Recently, we gathered a group of sales enablement members to talk about executing the shift to Insight Selling, and how organizations can best enable their sales teams to sell differently in order to succeed in the new era of sales (read more about The End of Solution Sales). Our discussion centered on what progressive… Continue reading


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How to Hunt Elephant Deals Like Buffett – Forbes

Posted by admin

Sales Strategy for Large Opportunities In our book “How to Close a Deal Like Warren Buffett” we discuss how important it is to remove fear from the mind of prospects. One of the biggest fears prospects usually have is a quite simple question:  “How do we get started?”  They’re now poised at the end of… Continue reading


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5 Things on B2B CMOs’ Minds – Marketing Leadership Council

Posted December 12th by admin

B2B Marketing Strategies and Plans At our annual Sales and Marketing forum in Vegas last month, we took the opportunity to get 30 B2B CMOs in a room to discuss their biggest concerns and share advice.  While the details are confidential (what happens in Vegas…), I can share the key trends, all of which have… Continue reading


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Content Marketing: 7 tips for content repurposing – MarketingSherpa Blog

Posted by admin

Content Marketing “The Web expects you to generate a lot of content,” said Muhammad Yasin, Director of Marketing, HCC Medical Insurance Services. “It expects you to generate regularly, with … quality content and to generate it prolifically while you are at it,” he concluded. Repurposing has been a useful solution to this constant demand for… Continue reading


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