Nexo Blog: B2B sales, marketing, CRM and AI
Sales, artificial intelligence, CRM and strategies to accelerate your sales results.
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Articles — page 8
How to connect forms, CRM and WhatsApp without losing leads along the way
A lead who fills out a form and isn't contacted within minutes is far less likely to convert. Here's how to connect forms, CRM and WhatsApp so no lead slips through and first contact happens at the right moment.
How to reduce month-to-month variability in closed deals
A great month followed by a weak one isn't luck — it's a symptom of a process with problems. Here's how to diagnose and reduce win variability to build predictable revenue.
Sales funnel vs. marketing funnel: the differences and how to integrate them
The sales funnel and the marketing funnel are complementary, but they often operate as silos — and that misalignment is one of the main causes of wasted leads in B2B companies.
How to align marketing and sales for real revenue predictability
Misaligned marketing and sales is one of the main causes of an inefficient B2B funnel. Real alignment isn't cultural -- it's process: shared criteria, a defined SLA and data that guides both teams.
How to keep your CRM up to date: the cultural problem behind dirty data
An outdated CRM almost always has a cultural root — the team doesn't update it because they see no value, because the system creates friction, or because management only uses the CRM to chase people. Here's how to change that.
How to accelerate sales in service businesses
Service businesses face unique sales challenges — intangibility, dependence on trust, and long cycles — that call for specific strategies to accelerate without compromising quality.
B2B quota planning: how to set achievable targets based on data
A quota that's too high demotivates. A quota that's too low doesn't sustain growth. Here's how to set individual B2B sales quotas based on historical data and each rep's real context.
Automated lead qualification workflow: a practical architecture
Manual lead qualification eats up SDR time with prospects who will never buy. Here's how to build an automated workflow that filters, scores, and routes leads with AI before the first human contact.
Inbound, outbound, or hybrid: which approach makes sense for your operation
There's no universally superior acquisition approach in B2B. The choice between inbound, outbound, and hybrid depends on average deal size, sales cycle, buyer behavior, and the maturity of your operation.
B2B consultative selling: how to structure your approach and close more deals
Consultative selling in B2B is about deeply understanding the customer's problem before proposing any solution — and those who master this process close more and give away fewer discounts.
Sales funnel stages: how to define objective advancement criteria
A sales funnel without clear advancement criteria is opinion, not process. Here's how to define stages with objective criteria that make your pipeline reliable and your forecast possible.
How to build a capacity plan for a growing sales team
Hiring sales reps without criteria is as risky as waiting too long to hire. Here's how to build a sales capacity plan based on data — not gut feeling.