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Why Most Salespeople Solve the Wrong Problem

March 03, 2016 by The Whole Brain Group
Found in: Sales, Smarketing, syndication

Why Most Salespeople Solve the Wrong Problem

I met with a small business owner a couple months ago to talk about her company and her plans for growth. She shared some challenges that they've been working on—especially a sales cycle that takes too long, and the constant pressure to reduce price and terms to close deals. Pretty common stuff for any company trying to gain more business.

As we talked a little more, though, the problem changed. We found that the sales cycle did take too long, and they were getting beat up on price—but that wasn't the real issue. The issue was that she had no control over forecasting the company pipeline. Because she was unable to do that, she couldn’t make capital investments to grow the operation. So she was stressed to the point of exhaustion, and concerned that the company she once had control of, now had control of her.

3 Things Your Sales Team Needs From Your Marketing Team

March 01, 2016 by The Whole Brain Group
Found in: Inbound Marketing, Sales, Smarketing, syndication

3 Things Your Sales Team Needs From Your Marketing Team

Sales and marketing go hand in hand. Without effective marketing, there are no prospects to sell your product to. Without sales people to convert those prospects into customers, your marketing efforts are wasted.

In a small company, sales and marketing functions are often the responsibility of one or two people with blended roles—so communicating goals and priorities is often simpler and clearer. But as an organization grows and teams begin to form, the lines of communication often begin to break down.

It's not uncommon for marketing teams to have very little knowledge of the sales process, and for sales teams to be clueless about the effort required to generate the leads they're following up on.

Why You Need Sales Enablement Now

February 23, 2016 by The Whole Brain Group
Found in: Sales, Smarketing, syndication

Why you need sales enablement now

The world of sales has changed and buyers are more educated. Yet, salespeople haven’t caught up with the times. Sales reps are spending 59% of their time on non-sales activities. Their time is wasted on researching, sourcing leads, and administrative tasks. However, if you ask a salesperson what they want, they’ll ask for more time and more money.

16 Tips for Developing Your 2016 Sales and Marketing Strategy

January 21, 2016 by Marisa Smith
Found in: Inbound Marketing, Business Goals, Smarketing, Business Strategy, syndication

16 Tips For Developing Your 2016 Sales And Marketing Strategy

The best way to start the year off right is to gather your sales and marketing team together for a series of planning sessions to get everyone aligned and headed in the same direction. Follow these steps to learn from the past, dream big, and put together a sensible plan for achieving your goals in 2016!

Top 3 Ways You'll Waste Your 2016 Marketing Budget

December 07, 2015 by The Whole Brain Group
Found in: Smarketing, Marketing, syndication, Budget

Top 3 Ways You'll Waste Your 2016 Marketing Budget

'Tis the season for annual budgeting and planning, and it's a perfect time to set the stage for success, or to set yourself up for failure. We've been talking to a lot of people who are frustrated with the results they got from their 2015 Marketing Budget, and are now working with us to avoid making the same mistakes in 2016.

Here are the most common issues we see—and how you can fix them!