Innovation Insights

The B2B Business Growth Blog

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.

7 Dirty Secrets about Inbound Marketing (They Won’t Tell You)

inbound_marketing_mike_volpe.jpgInbound marketing is one of the hottest concepts in business growth today. Built around a comprehensive vision for creating new customer relationships online, the idea behind inbound has evolved over the years but was largely evangelized and institutionalized thanks to Brian Halligan and Dharmesh Shah, the co-founders of Hubspot.

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Tags: sales process, marketing strategy, CRM, Focus Area: Marketing, inbound marketing, lead nurturing, lead generation, b2b business growth, customer relationship management, hubspot

Contact Data Quality: The Hidden Crisis in Your CRM System

sales_person_at_laptop_2According to industry analysis, as many as 63% of all Customer Relationship Management (CRM) system implementations fail. One reason for this is that salespeople often feel that the CRM system is being primarily installed simply to track and report on their activities, rather then being provided to offer value-added information or resources that can improve their success.

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Tags: sales process, CRM, Focus Area: Sales, customer relationship management, data quality, sales execution, contact management

Supercharge Your Sales: Five Steps You Can Take to Achieve Success

supercharge_your_sales_five_stepsSales is the lifeblood of any business. Achieving and maintaining consistent sales growth is a complex task that requires many elements to successfully work together if you are to see lasting results. As a business owner today, you are faced with many challenges that make selling much more difficult than it was in the past.
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Tags: blog strategy, content marketing, CRM, Focus Area: Sales, marketing, marketing plan, marketing strategy, sales coaching, sales performance, sales process, sales training

Understanding the Elements of a Successful Value Proposition

understanding_the_elements_value_propositionBusiness leaders today are constantly operating in the middle of two extremes. On the one side are all of the tactical demands of the business - tasks, issues, crises and other things that just have to get done. On the other side are all of the strategic demands - the ideas, concepts, strategies, messages and models that are essential to the future of your company. Some CEOs focus too much on the tactical side (working in the business but never on it), and others get wrapped up in strategic thinking but lose sight of day-to-day execution priorities.

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Tags: branding, Focus Area: Strategy, marketing, marketing plan, marketing strategy, positioning, sales process, strategy, value proposition

3 Ways to Create B2B Sales Training & Coaching that Works

3_ways_to_create_b2b_sales_trainingMaking 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.

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Tags: strategy, sales process, sales performance, sales training, sales coaching, sales assessment, Focus Area: Sales

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