Buying teams don’t find you on social media. They verify you there. Forrester counts 22 people in a typical B2B buying decision, and 6sense reports buyers now contact vendors after 61% of their journey is already done. Here’s what those people look for when they check you out, and what to put in front of them.
Onboarding Plan and Example This worksheet will help you to create a detailed plan to bring a new, large, client or customer onboard. It helps you to avoid making mistakes by missing connections or instructions for your team or theirs. You need to know step-by-step what’s going to happen during this process....
Who needs to see the results of your work for a customer? We once had a great client, a national marketing company focused on customer loyalty research. They had an outstanding research operation, with many researchers with academic backgrounds and advanced degrees in research subjects. This was a second generation company that had served many […]
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AI tools are subject to “hallucinations” between 5% and 10% of the time. Some platforms are hallucinating up to 27% or more. Sales leaders need to know the hallucination rate of AI platforms before they buy and to train users how to avoid this inevitable problem.
Should salespeople stop prospecting? In large account sales, salespeople need a deep understanding of a prospect before they make a call or schedule a meeting. But sales reps spend 72% of their time on non-selling tasks, and prospecting is one of the most time-consuming. (Salesforce). Prospecting work should be completed by Scouts, not Sellers. And AI may be your next best Scout.