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2020 saw the biggest shift in B2B buying, selling, and marketing in recent history. What was originally speculated to be a temporary pivot ended up being a cataclysmic shift in how revenue is generated in B2B organizations. The trends and strategies that emerged have permanently altered the future of B2B buying. The biggest change to the B2B landscape over the last year has been the move to digital selling strategies. Digital is now the preferred contact and buying method for B2B buyers to do research, order products, and schedule service. And like many of the changes we have seen arise…
Does your company have a CRO? If you answered “no” or “not yet” that likely means your organization simply does not have someone with the title of Chief Revenue Officer (CRO) right now. You see, asking whether you have a CRO is a trick question because even if a company does not have a formal CRO role, someone is acting in the capacity of a CRO. Every for-profit company has someone overseeing sales and marketing functions at a high-level to control the overarching revenue strategy. So, let me rephrase: Who is the CRO at your company?…
Executive leaders know there is always a push to generate more profitable revenue. However, the end of a fiscal year creates added pressure as companies strategize and plan for the coming year. Your company’s success next year depends on the planning you are doing now. So, what does your strategic revenue plan look like for next year? Ask yourself: Where will revenue come from? How will you prune your client base and modify offerings to increase profitability? Can you trust your forecasts and existing sales processes, or do they need to be updated? How will you encourage cross-functional efficiencies between…
How is your company performing right now? How is your team handling challenges? How are you doing? Are you hitting a slump? Do you know you are not alone? Aisha Ahmad, the highly acclaimed Professor of Political Science at the University of Toronto and global crisis expert, recently tweeted about something called the “six-month wall.” She gave a name to a phenomenon many individuals and businesses have been experiencing and a face to what we can expect moving forward. In case you missed the thread, here it is: The 6 month mark in any sustained crisis is always difficult.…
Any parent with young kids knows Daniel Tiger is the ultimate authority on every lesson you need in life. The PBS successor to Mister Rogers’ Neighborhood, Daniel Tiger’s Neighborhood features a young tiger (unsurprisingly named Daniel) and his family. He confronts life’s difficult challenges with emotional maturity, self-awareness, and singing. SoMuchSinging! But, unlike most children’s TV, you won’t end up hating it. In fact, you’ll end up loving it because the songs are so catchy and soothing that you can draw on Daniel Tiger’s extensive catalog of compositions to guide your child through basically any daily struggle.…
Turning Market Disruptions into Strategic Growth The pandemic has led us to ask many questions. “Are we really more productive working from home?” “If this is the future of work, how do we keep making sales and growing revenue?” And mostly, “How are some businesses thriving right now when so many are struggling and failing? How are they turning barriers and disruptions into revenue growth, and how can we too?” The answer is antifragility. The conversation happening at most organizations right now is centered around pivoting strategy to make up for lost revenue in 2020. When this is the topic,…
A study on remote work from Xant summarizes its findings in saying, “Sales teams are facing unique challenges – not only are they working from home, but their customers are too. They are adjusting to remote work, fighting distraction, and also facing an out of sight, out of mind mentality with their leads and potential customers.” In fact, their research reveals that sales teams are reporting their top challenge right now as the “inability to communicate or connect with customers.” But salespeople are not alone. Remember, anyone meeting someone new right now is doing so virtually. Everyone is in the…
Strategic revenue development is a function of assessing your company’s strengths and weaknesses; filling in the necessary gaps; and optimizing the alignment between core strengths, internal structures, people, products & services, and marketing strategy; followed by ongoing measurement and plan adjustments. One of the 37 Foundational Questions (FQ) in our Revenue Development Action Plan, is: “Describe what your company is in the business of:Delivering… making… servicing… providing…” In essence, we want to know there is clarity and alignment regarding products and services. In the B2B market, a sales team needs the support to ensure messages are aligned and services…
Plenty of marketing professionals will tell you that their team is often misaligned, misunderstood, or competing against the sales team at their organization. Unsurprisingly, many sales professionals echo this same sentiment. In fact, a 2019 survey commissioned by LeanData and Sales Hacker uncovered that more than a third of those surveyed (37%) do not believe that sales and marketing are properly aligned.…
Most sales and business development teams understand that B2B audiences are less influenced by emotion, preferring value-driven content with hard data instead. According to a recent study, 73% of B2B buyers surveyed indicate that they have less time to devote to reading and research than they used to, which makes creating compelling content even more important. However, even with less time available, 60% of B2B buyers still want access to industry insights from thought leaders, opening the door to provide access to this critical audience. With fewer opportunities available to reach decision-makers, you must demonstrate that you can exhibit…