Insights, page 14
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
B2B Sales Management: Process and Team Development
Review B2B sales management through team direction, process and coaching. Connect performance measures with the decisions managers and salespeople need to make.
Choosing a B2B Demand Generation Agency
Evaluate a B2B demand generation agency by relevant experience, measurement and working arrangements. Agree the scope and how marketing will connect with sales.
B2B Lead Generation: Channels, Data and Follow-Up
Plan B2B lead generation through suitable channels, clear customer definitions and reliable follow-up. Review the role of data and sales–marketing coordination.
Marketing Strategy for Selling a B2B Product
Build a B2B product marketing strategy around the audience, positioning and buying process. Connect channel choices with sales responsibilities and measurement.
Highspot Competitors: How to Evaluate Alternatives
Compare Highspot alternatives after the Seismic merger. Review current vendors, test content and coaching workflows, and check costs and integrations.
Seismic Sales Enablement: Content, Learning and Use
An introduction to Seismic sales enablement and considerations for content, learning and CRM connections. Define how the team will use it in daily work.
Sales Pipeline Management: Stages, Reviews and Metrics
Sales pipeline management starts with clear stages and records the team can use. Learn how to check deal progress, run useful reviews and interpret…
Usage-Based Pricing: Models and Planning Questions
Usage-based pricing charges customers according to a defined measure of consumption. Understand how to choose that measure, explain the bill and discuss the model…
PLG Marketing Strategy: Product Use and Sales Support
Plan a product-led growth marketing strategy around user experience and product signals. Define where sales should help and how teams will assess progress.
B2B Tech Sales: Buying Decisions and Team Practice
Review B2B tech sales through customer research, buying groups and deal planning. Consider how sales methods and tools support complex technical conversations.
Sales and Marketing Tools: Building a Useful Stack
Review sales and marketing tools by the work they support, from CRM to prospecting and automation. Check how data and responsibilities move between systems.
Strategic Sales Manager: Responsibilities and Skills
Understand the strategic sales manager’s role in planning, coaching and performance reviews. Consider the skills and information needed to make decisions.
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