Remove B2B Remove Metrics Remove White Paper
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Leveraging Your Organization’s Thought Leadership | Peter Winick and Bill Sherman

Peter Winick

An interview with Peter Winick and Bill Sherman about their Organizational Thought Leadership White Paper. We’ve synthesized these insights into a white paper. This is the companion, if you will, to that white paper that introduces the concepts. It’s celebration time!

Sales 130
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Connecting Thought Leadership to Sales and Lead Generation | Dani Buckley

Peter Winick

Transcript Bill Sherman Let’s talk about the intersection of sales and thought leadership in most B2B organizations. So Legion is one of those things that gets teed up often of D Look, we got this lead from the white paper or we got that from this activity. You know, can we make the sale, especially on a B2B side?

Sales 130
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Customer Retention: CEOs Share Strategies

Chief Executive

Ten or 20 or 40 strategic accounts drive 80 percent of revenues for most organizations,” says Dave Irwin, president of Polaris I/O, a B2B customer-retention software platform. If a white paper by marketing has never been sent to this customer, you can send it, boosting the relationship,” says David Keane, CEO of software provider Bigtincan.

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What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

The AIDA model and its variants are the basis for sales funnels at many B2B firms. It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales.

B2B 15
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You Found Your Product-Market Fit. Now What?

Harvard Business Review

Across our portfolio and in my own entrepreneurial experience, I have seen three main sales models work successfully in scaling B2B sales: 1) Enterprise; 2) Telephone; 3) Developer-driven. To that point, a well-run telesales operation will be super metrics-driven. I''ll discuss each one below. 1) Enterprise Sales.