Sales Activity: Leading Indicator or Symptom of Bigger Problems?

Sales Activity Assessment Everything went great last year, so you took on an aggressive growth number for the new fiscal year with a steep ramp in the second half tied to the hiring plan. Now, the company has missed its bookings target for the second quarter in a row and faces a pipeline deficit for next quarter. Marketing has data showing MQLs from content downloads and webinars are up. The sales team is adamant that both the quality and number of leads are down. Executives wants answers and a get-well plan. The conclusion: both field sales and the business development team need to be making more calls to increase overall activity. Sound familiar?Continue Reading

Sales Tools: Are You Guessing What Content the Sales Team Needs?


“80% of the content created by marketing for sales never gets used”.


Measure the Impact of Sales Content


I can’t tell you how many times I have walked into a sales organization to talk about content and they tell me: “Marketing doesn’t create any content for us”. When I take the feedback to marketing, they show me hundreds of content pieces they have created over the last couple of years.  
Craig Rosenberg via KnowledgeTree


 

What is the real reason your sales team is not leveraging the sales tools and content you think they should?

One of the most important concepts in enterprise selling is – No Guessing. Ask the customer and they will tell you exactly what you need to know; provided you’ve established both relevance and credibility. Continue Reading

+Neal Murphy +ESO