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Prospecting & Qualifying


Tracking Buying Behavior: Are They Really Into You Or Not? – CSO Insights

Posted May 29th by admin

Tracking Buying Behavior: Are They Really Into You Or Not? A standard practice for assessing the likelihood of a deal closing is tracking selling behavior. If reps are logging activities into their CRM system, a manager can easily see what they have been doing with the prospect-whether they have conducted a qualification call, emailed product… Continue reading

What’s so special about B2B sales?

Posted May 23rd by Ed Trachier

The terms B2B and B2C are short forms for Business-to-Business (B2B) and Business-to-Consumer (B2C). Both describe the nature and selling process of goods and services. While B2B products and services are sold from one company to another, B2C products are sold from a company to the end user. – Wikipedia B2B sales are significantly different… Continue reading

Your Sales Machine is Obsolete – Sales Leadership Council

Posted May 9th by admin

Improving B2B Sales Strategy In my last blog post, I introduced our newest research findings on sales culture, and how most sales organizations today have a sales culture or climate that is hindering their ability to build a Challenger sales force. Most sales leaders recognize that while traditional change management initiatives such as effective training, coaching, and communication… Continue reading

THE ROLE OF PR IN CONTENT MARKETING AND THOUGHT LEADERSHIP – Forrester

Posted May 8th by admin

B2B Marketing Strategy After hosting a Forrester webinar on April 25 about “3 Ways To Turn Content Marketing into Thought Leadership“, I received some interesting questions from clients. I thought I would share the questions — and a short response to each — since this line of inquiry points to broader question about the role… Continue reading

Hiring Sales Leaders 101

Posted May 7th by Dan Hudson

Many times on the Sales Leaders Blog we have suggested that sales leader effectiveness is the proper mix of process and people. If you have determined that your current sales leader does not have the skills and or drive to get the job done, leaving them in place too long can have a negative impact… Continue reading

What Should Lead Your Online Marketing Strategy: SEO or Content Marketing? – Top Rank

Posted May 6th by admin

Inbound Marketing There are quite a few studies showing that companies publishing more blog posts and more content in general equates to generating more business than those that don’t. I suppose if you’re starting from scratch, adding any kind of content has the potential to improve a company’s ability to attract people seeking to buy.  Since content… Continue reading

Don’t Blame Your Company’s Poor Performance on Its Industry – HBR

Posted May 1st by admin

Industry and Market Analysis Between 2002 and 2012, the shareholder return of the average airline company rose an uninspiring 5.6% a year. Diversified consumer services were a notch lower, gaining just 4.2% a year. Worst of all were computers and peripherals companies, with a 3% average annual return – barely the rate of inflation in… Continue reading

Don’t Blame Your Company’s Poor Performance on Its Industry – HBR

Posted by admin

Industry and Market Analysis Between 2002 and 2012, the shareholder return of the average airline company rose an uninspiring 5.6% a year. Diversified consumer services were a notch lower, gaining just 4.2% a year. Worst of all were computers and peripherals companies, with a 3% average annual return – barely the rate of inflation in… Continue reading

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