The B2B Sales Enterprise Challenge
A recent McKinsey study, How B2B Digital Leaders Drive Five Times More Revenue Growth than their Peers, sheds light on the obstacles that face B2B sales enterprises today. Digitalization has affected all companies, however, B2B companies face added challenges. Unique Challenges of B2B Companies The McKinsey study summarized these challenges claiming, “B2B players must contend […]
Gain Visibility with Key Decision Makers
This is a guest post from Janice Mars, Principal and Founder at SalesLatitude. In working with different sales teams, I see a central theme emerge: how you look at key relationships at the account level can be very different than you do at the opportunity level. It is imperative that salespeople gain visibility and establish […]