Weekly Roundup: Plugging Leaks in the B2B Sales Funnel + More

An empty sales funnel is a relatively straightforward (albeit not necessarily easy) problem to solve: enhance your prospecting efforts to produce more qualified leads.

A leaky sales funnel is another beast entirely. When we’re driving sufficient leads, but too few are reaching the finish line, the causes aren’t always obvious. This can lead to wasted prospecting efforts, seller frustration, and organizational discord. >>> READ MORE

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors -- adding a compelling reward to the mix makes them even more enthusiastic.

However, motivating your reps isn't as simple as choosing a desired outcome (like more calls or higher conversion rates) and promising a cash prize to the winner. In my years as a sales leader, I've learned the ins and outs of effective motivation. These four strategies will increase the impact of your incentives. >>> READ MORE

4 Steps to Creating Buyer Personas for a Personalized Sales Approach — CloserIQ

Buyer personas, also known as marketing personas, help businesses to visualize their customers. It also helps clients to build marketing campaigns that will resonate with them. You need to understand who you want to sell to before you sell to them.

Even if you have a general idea of who you’re trying to capture, buyer personas at their best contain a wealth of information. You can use this information across your organization to make highly targeted and effective business decisions. >>> READ MORE