Insights, page 5
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
B2B Sales Approach: Process, Methods and Teamwork
Review the steps in a B2B sales approach and the role of different sales methods. Connect targeting and qualification with the way your team…
Salesforce for Customer Success: Planning the Work
Consider how Salesforce fits customer success work, from shared account records to retention reviews. Define responsibilities and data needs before setup.
B2B Customer Engagement: Relationships and Retention
Plan B2B customer engagement around account needs, useful communication and clear responsibilities. Review relationship health alongside retention measures.
SPIFF Commissions: Rules, Rewards and Common Pitfalls
Design SPIFF commissions with clear eligibility, payout rules and a defined timeframe. Check whether the incentive supports the behaviour you intend to reward.
The B2B Customer Decision-Making Process
Understand the B2B customer decision-making process, from recognising a need to evaluating options and reviewing the purchase. Plan support for each decision.
Cold Calls in Sales: Research, Questions and Follow-Up
Prepare sales cold calls with account research, relevant questions and a clear purpose. Practise listening and decide when a follow-up is appropriate.
B2B Marketing and Sales Alignment: A Working Plan
Connect B2B marketing with sales through shared customer definitions, lead handoffs and agreed measures. Review the process and tools both teams rely on.
Sales Pain Points: Finding and Testing Customer Needs
Identify customer pain points through research, questions and feedback. Test the impact with the customer before building a proposal around the problem.
The Psychology of Selling: Buyer Motivation and Trust
Explore buyer uncertainty, trust and the limits of persuasion. Keep sales conversations grounded in what the customer says and evidence they can examine.
The B2B Marketing Mix: Applying the Seven Ps
Apply the seven Ps to a B2B marketing plan. Review the offer, price, channels and customer experience together rather than treating promotion in isolation.
Handling Sales Objections: Listen, Clarify and Respond
Handle sales objections by understanding the concern before responding. Use questions, evidence and a clear next step to assess whether the issue is resolved.
Segmented Pricing: Types and a B2B Example
Understand segmented pricing through different customer groups, buying conditions and a B2B example. Consider how to explain and implement the pricing rules.
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