Buyers Journey

No Research? No Prospects

by Kathleen Atkins | Mar 30, 2018 | B2B Sales, Buyers Journey

They say first impressions are everything. Yet spray and pray, numbers games and overly templatized outreach is rampant in account-based selling. With a targeted account list and complex buying groups, you can’t afford to have sales reps waste opportunities annoying potential leads with out-of-touch emails. (more…)

Can Revenue Ops Fix Forecasting?

by Kathleen Atkins | Jan 26, 2018 | B2B Sales, Buyers Journey

Forecasts are notorious for guesswork and being difficult to predict accurately.

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Buyer-Centric Selling

by Kathleen Atkins | Jan 5, 2018 | B2B Sales, Buyers Journey

Being buyer-centric isn’t always natural to Sales. After all, Sales is working towards its own goals with defined processes and systems. So how can Sales find balance between their own needs and their buyers? Let’s take a look. (more…)

Sales Pipeline Stages Aren’t Enough

by Kathleen Atkins | Oct 26, 2017 | B2B Sales, Buyers Journey

Sales pipeline. Sales funnel. Marketing and sales pipeline. Buyers journey. Where does one end and another begin? How are they different? With all the terminology, it’s no surprise that there’s a lot of confusion around the differences and uses of these essential terms. Let’s break it down.

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