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The Evolution of B2B Selling: Focus on Helping Customers Buy
Many B2B companies are experiencing longer sales cycles, declining win rates, and increasingly unreliable forecasts—not because their sales teams are ineffective, but because their customers are struggling to buy.
| Executive Takeaways |
| B2B buyers face overwhelming complexity, not a lack of information. |
| Long sales cycles and no-decisions often reflect buyer indecision, not sales failure. |
| Winning sellers focus on boosting buyer confidence, not pitching products. |
| Helping customers buy is now the key to competitive differentiation. |
What Marketing and Sales Executives Can Learn from Each Other
Fri, Mar 28, 2025 — In too many organizations, marketing and sales operate in silos—sometimes friendly, sometimes not. But in today’s fast-moving business landscape, the best-performing companies know that the relationship between all revenue functions – typically the Chief Marketing Officer (CMO) and Chief Sales Officer (CSO) - is not just important. It’s mission-critical.
The Power of the SKO (Sales Kickoff Meeting)
Thu, Feb 20, 2025 — It's that time of year again! A Sales Kickoff (SKO) meeting is a cornerstone for energizing your sales team and aligning them with your company's goals. It sets the tone for the year, fosters collaboration, and provides valuable insights to empower your team to succeed.
The Hidden Costs of Overwhelmed Sales Teams
Fri, Feb 7, 2025 — An alarming insight from Gartner: Overwhelmed sellers are 45% less likely to hit their quota. The culprit? Too many required skills and tech tools meant to "help." Overwhelming sales teams with non-sales tasks and excessive technology can significantly impact performance and profitability. Salespeople burdened with administrative duties and complex tools have less time for core selling activities, leading to decreased sales performance and lower conversion rates.
Is Your Sales Strategy Built to Adapt?
Tue, Jan 7, 2025 — In today's changing business environment, agility isn't just an advantage—it's essential for survival. According to McKinsey's 2023 B2B Sales Pulse Survey, 71% of sales leaders say market unpredictability is their biggest challenge, and 65% report struggling to adapt their plans quickly enough to keep pace with change. Yet 65% of sales leaders report they can't adapt their plans fast enough to keep pace with rapid change.
Unifying Revenue Teams: How a Fractional CRO Drives Cross-Functional Success
Tue, Dec 17, 2024 — For mid-market CEOs navigating growth, aligning sales, marketing, and customer success can feel like herding cats. As these teams expand, they often develop siloed processes that hinder efficiency and impact the bottom line. A fractional chief revenue officer (CRO) offers a cost-effective solution to this challenge, bringing executive-level expertise to unite revenue functions without the full-time price tag.
Eight Steps to Increase Revenue from Your Existing Customers
Wed, Dec 11, 2024 — There are two ways to grow your business. The first is by acquiring new customers. The second is retaining your current customers and increasing their ongoing revenue stream. Many companies focus their strategic marketing initiatives on finding new markets, new customers, and new applications for their current product offerings. While this focus is essential, many companies lose sight of their best growth opportunities … their current customers. Current customers allow you to grow your revenue without the increased costs associated with new client acquisition activities.
Five Key Signals CEOs Need a Fractional CRO: Accelerating Growth for Mid-Market Companies, Part 2
Wed, Dec 11, 2024 — Our previous blog explored five key signals indicating when mid-market CEOs should consider hiring a fractional chief revenue officer (CRO). These signals included stagnant growth, entering new markets, preparing for funding rounds, misalignment across revenue functions, and scaling beyond founder-led sales. Let's delve into two additional critical scenarios where a fractional CRO can provide invaluable expertise and support.
Five Key Signals CEOs Need a Fractional CRO: Accelerating Growth for Mid-Market Companies
Tue, Dec 3, 2024 — For mid-market CEOs, navigating growth can feel like walking a tightrope. There's immense pressure to scale the company, optimize revenue streams, and hit ambitious targets without overextending resources or risking quality. While some companies have full-time Chief Revenue Officers (CROs) to spearhead these initiatives, others find that hiring a CRO on a fractional basis provides the right mix of expertise, flexibility, and cost-efficiency.
Creating a Strategic Mindset Within Your Sales Organization
Tue, Dec 3, 2024 — By cultivating a strategic mindset within your sales organization, you can drive customer-centric selling practices, create long-term value for the company and its customers, and position your organization for a sustained competitive advantage and growth. A strategic mindset helps align the sales team's activities and priorities with the company's long-term vision, mission, and objectives. This alignment ensures that the sales efforts contribute to the overall success and growth of the organization.