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Deep Dive » Latest Articles
David Mills
By David Mills
on August 12, 2022

The way that buyers engage has changed, and it is having a big impact on sales.  Your digital buyer and your sales performance discussed in this webinar.

David Mills
By David Mills
on June 21, 2022

Differentiation doesn't just come from having unique products or services, it also comes from offering a different experience

If I could just get one-millionth of a bitcoin for each time someone promotes how they have better service, better experience, or a bigger commitment to my satisfaction - I wouldn't just be rich, I could stop caring about good service.

David Mills
By David Mills
on June 09, 2022

Some websites are essentially online brochures. Others have grown into proven growth machines that consistently deliver great sales leads. The distance between them is bridged when you decide to begin a website update process with some very specific elements that allow a website to do more than just present static business or product information. These websites are reaching real buyers and engaging them in ways that exceed the competition.

David Mills
By David Mills
on June 02, 2022

The number one rule for sales is being broken

For most people that love barbecue, the number one rule of barbecue is, "It's My Grill!" That means hands off and keep your spatula to yourself.  A challenging situation is cropping up for lots of people who are used to cooking up their own leads as salespeople, and someone (marketing) has swiped the spatula.

David Mills
By David Mills
on May 19, 2022

The shift to working from home has big impacts on B2B sales.

You've heard of the tiny house, now we have the couch office. What's the impact on B2B sales?

David Mills
By David Mills
on March 30, 2022

Over the last two years, the demands placed on customer service have created a pressure cooker for companies. For many companies, it was a significant customer service stress test, with extended wait times, dropped calls, and slow or non-existent follow-up. 

The NY Times calls it the "age of anger", in which otherwise calm adults devolve into fits of rage over customer service problems. Industry leaders call it "a different level of mean." This challenge can seriously damage a brand.

David Mills
By David Mills
on March 28, 2022

As the world has changed, the hybrid sales model has emerged- how can salespeople master it?

Salespeople are the guardians of industry and customer insight - and that insight and focus is invaluable. But don't just picture those nearing retirement who are seasoned sales veterans. Salespeople age more quickly in their trade and often get their wisdom faster than other employees.

It comes from the push and pull of sales interactions, the pressure of quotas, and crafting winning deals, so it creates "old dogs" at a pretty young age. An experienced, veteran salesperson can be any age - we're really talking about people that learned to sell before the digital space took over. 

David Mills
By David Mills
on February 25, 2022

How sales enablement can support hybrid sales.

In 2021, almost one-third of outside salespeople transitioned to inside sales - permanently. But as the pandemic restrictions ease, a new kind of sales is emerging. It's the hybrid sales model in which sales teams use the best of virtual and in-person skills to become more efficient and meet new customer expectations of speed and convenience.

The missing ingredient? Sales enablement fueled by Sales and Marketing Alignment - a big part of which is driven by shifting priorities in the marketing focus.

David Mills
By David Mills
on February 24, 2022

 

Get the benefits of sales and marketing alignment without surprise costs

Alignment is a critical part of building revenue, that's why sales and marketing leaders, along with CFOs and RevOps teams, include an alignment system in their plan. While the benefits are appealing (reports of 30% revenue growth are pretty common following an effective alignment), they simply have to outweigh the costs, so you've got to nail them both down.

The bigger question should focus on whether the effort is really worth the cost.

David Mills
By David Mills
on February 07, 2022

The questions your website answers shows the status of your sales and marketing alignment

Your prospects have questions that either move them forward toward a "yes", or hold them back. Some of those questions are posed directly to sales, but others lie under the surface or are only shared inside the buying committee. The way you address those questions tells the whole story about the status of your marketing and sales alignment - are you still living in a world of isolated silos or is the team working together for growth?