Category: B2B Selling

Do you ever feel like you’re losing control of the conversation during a prospecting call or sales appointment? Use what I call the “Statement, Benefit, Probe” technique to regain control.

Ask the VP of Sales and the VP of Marketing at any company how well their teams get along and you’ll likely find some level of friction. Salespeople complain that marketing doesn’t provide enough leads, and that leads are not “sales ready.” Marketing complains that salespeople fail to follow up on leads properly and bungle…

Do you know the difference between “ROI” (return on investment) and “ROMI” (return on marketing investment)? Occasionally we’ve noticed that some of our discussions about ROI have led to some confusion among our readers. I suspect this is because when people hear “ROI” and “marketing” they primarily think of “return on marketing investment” (ROMI).