Why do salespeople make their own sales tools?

It's a common occurance. Sales people in the field spend a good deal of time creating their own sales tools. This can range from editing the corporate "deck" to writing and designing entire ads or brochures. Why does this happen? Probably not for the reason you think.

What is lead scoring?

Lead scoring is becoming more and more commonly talked about. But, what the heck does it mean?

Selling without branding? Don't waste your time.

Most B2B companies want to increase their revenue. And most of them do it by increasing sales effort. This can take the form of adding staff or increasing advertising. The question is whether this is the best approach.

Should you hire more salespeople?

When you need new sales, there is usually a period of decision. You need to decide how you're going to do it. The first impulse of most business leaders is to hire new salespeople. But, is this the best choice?

Positioning: Necessary but not Sufficient

We've been discussing the effectiveness of marketing tools over the last few months. Perhaps the most powerful and least understood tool is positioning. But, like anything else, it will only get you to a certain point.
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