blog roundup FROM THE SELLING POWER BLOG
Three Leadership Steps to Break Down Silos in Your Organization PETER STROHKORB
A favorite line of mine – that I have also repeated in my book The OneTEAM Method – is: “You can have the latest technology and the most sophisticated business processes, but, if your people are not with you, then it will all come to nothing.” Organizations today will get the results they want with a collaborative mindset. Howev-
AUTHOR AND SPEAKER
er, many business leaders still follow old management theories. They entrench group-think and create entrenched silo mindsets that can impede collaboration. In a world of monthly sales quotas and quarterly stock market reporting cycles, all too often the short-term
pressures of business usurp the long-term benefits of collaboration. How do we create a mindset that allows us to operationalize interdepartmental collaboration? Read More >
FROM THE SALES LEADERSHIP BLOG
Why Are B2B Buyers Leaving Your Website? DIANNA HUFF
MARKETING CONSULTANT AND AUTHOR
Whenever I’m considering a new business purchase, I take months to make a decision because I spend the time to evaluate how the new application will fit into my existing processes and integrate with other business apps. I’ve also learned to read review sites for ratings and feedback before making a purchase. B2B buyers operate in a similar way, and the findings of the annual B2B Web Usability Report support this – the number-one reason B2B buyers leave your site is to evaluate com- petitive products or solutions. You need to create content assets that help buyers through this research process. Here
are five elements your B2B website needs to keep buyers engaged. Read More >
FROM THE SELLING POWER BLOG
How to Seize More Upsell Opportunities MICHELINE NIJMEH
CHIEF MARKETING OFFICER
LIVEHIVE, INC.
While most sales teams recognize the value of upselling, traditional sales tools and pro- cesses can hold them back from uncovering and acting on potential opportunities. With the adoption of new sales analytics and automation tools, organizations are finding faster and easier ways to identify and respond to these opportunities. As ad- dressed in new research from Aberdeen Group, using sales analytics tools not only brings value for new business opportunities, but also drives value “toward up-sell, cross-sell, and renewal revenue among existing customer accounts.” By using new sales engagement analytics and automation tools in the following four ways, you can make sure your sales organization doesn’t miss any upsell opportunities. Read More >
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