LSA Global

MARCH 17, 2025

This leads to an ineffective emphasis on product features and benefits rather than client value. B2B sales success starts with knowing what matters most to your ideal target clients and why. This includes: Mastering product benefits and differentiators.

Sales 36

Sales Sales B2B Revenue 36

LSA Global

MARCH 18, 2022

Savvy sales managers and leaders invest heavily in growing current strategic accounts. 3 Sales Context Tips to Increase Revenue from Existing Customers Outperforming B2B sales organizations ensure that their sales strategy and sales culture are defined and aligned to grow existing strategic accounts.

Revenue 36

Revenue Sales Sales Accounts 36

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. Sales managers are under a lot of pressure to get their reps to exploit interactive online technologies to the max, but that's a lot easier said than done.

Media 11

Media Sales Sales Benefits 11

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

Sales 11

Sales Sales B2B Accounts 11

Harvard Business Review

JULY 8, 2016

And it provides hard data on what resource allocations and which behaviors – such as collaboration between generalist and specialist reps – correlate with better sales outcomes. More than 70% of reps changed their behavior after receiving insights from the tool.

Sales 12

Sales Sales Software Sales Management 12

Harvard Business Review

JUNE 1, 2018

A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. Over 150 B2B salespeople were involved in the research. This company isn’t alone.

Sales 8

Sales Sales Marketing B2B 8

Harvard Business Review

JANUARY 9, 2014

Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. As organizations have begun to see the benefits of collaboration, they’ve also, unsurprisingly, started to change their sales incentives and reward systems.

Sales 14

Sales Sales Compensation Compliance 14

Peter Winick

AUGUST 21, 2023

As the Founder of Box of Crayons, Michael ensured the company benefitted from his best-selling books and reputation, but also ensured the sales training could stand without him. He shares both the B2B and B2C strategy that is allowing him to work 1 hour a month for Box of Crayons without the company falling apart in his absence.

Marketing 130

Marketing Sales Sales Revenue 130

Peter Winick

NOVEMBER 10, 2022

Where we tend to put our energy and efforts in and I think is where you are as well, Tony, is in the B2B side, on the enterprise side. But the benefit is I’m collecting emails. Hey, I think I’m really good at, quote, closing the sale, but my customers are saying, no, you know, that’s terrible or whatever.

Sales 130

Sales Sales Scaling Marketing 130