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…)
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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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…)
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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by Kathleen Atkins | Oct 5, 2017 | Buyers Journey, Targeting & Personalization
Marketers, let’s be realistic.
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![[Guest Post] When Buying Meets Selling](https://www.akoonu.com/wp-content/uploads/2017/11/Guest-Post-When-Buying-Meets-Selling.jpg)
by Kathleen Atkins | Sep 8, 2017 | B2B Sales, Buyers Journey
Buyers and sellers far too often experience friction.
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