Innovation Insights explores the impact of new and emerging concepts in sales, marketing, strategy and leadership for CEOs of growth-driven business-to-business companies.
Making your business-to-business (B2B) sales team successful requires a combination of adding the right people to the team; equipping them with the right tools for the job; and training and coaching them in the right ways to achieve lasting success.
Every CEO, VP of Sales and front-line sales manager knows that you need to regularly assess your team to know where you stand, how they are doing, and what needs to change in order to keep your company growing. But assessing your sales team is a highly personal - and often intensely political - task that most sales leaders loathe to address.
The business-to-business (B2B) selling environment has radically changed, but unfortunately many B2B companies have not changed with it. Research shows that today's B2B buyer is more educated, more sophisticated and far further down the decision path when they connect with your sales team than was ever the case before.