3 Things B2B Sales Can Learn from Relationship Marketing

While the job of a B2B sales rep is focused on closing a deal, taking a prospect to becoming a customer, it's good to keep relationships ongoing even after they reach customer status. Like a good relationship marketer, just pinging clients every now and then is a great way to keep good rapport, instill a feeling of support, increase chances of renewals, and lower chances of high churn rate....

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3 Reasons to Use SLA's in Your Sales Process

Hopefully, most of you are already leveraging SLA's (Service Level Agreements) in your sales deals. Without them, you run the risk of unsatisfied customers, unsatisfied employees being asked to do more than what they thought was agreed upon, and even potential legal action. But outside of the obvious, here are a few other reasons why you should be leveraging SLA's in your sales process:

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Buyer Enablement: 3 Scenarios for Taking Charge of the Buying Process

Click here to read the first installment in our Buyer Enablement series

The first installement of the Buyer Enablement series covered what Buyer Enablement is, what it entails for both the sales rep and buyers, and what both of their roles are throughout the buying process. Now let's dive even deeper by laying out three common scenarios that B2B sales reps face, and how to approach them from a...

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Buyer Enablement: Why Modern Sales Leaders are Switching Gears

What is Buyer EnablementWell, first let me ask you two seemingly obvious questions about B2B sales:

  • Who is in charge of selling?
  • Who is in charge of buying?

Most would answer that the B2B sales team is in charge of selling and the prospect and any accompanying influencers and decision makers (aka the “buying group”) are in charge of buying.

It’s just the opposite. The B2B sales team is in...

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B2B Sales: Enable Prospects to Qualify Themselves

As a B2B marketer, what are the most effective ways you can help your sales team spend less time on unqualified leads? 

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3 Reasons to Make Your Marketing More Agile

The concept of Agile Marketing has been around for a while - but executing it is much rarer to hear about. Which is funny, because it's actually much easier than more traditional marketing methods nowadays - but sometimes it's hard to break out of the habits we already know. But forget about the old-school methods you learned in school - here are three reasons to get serious about agile...

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What Does AI Mean for B2B Sales?

Customers who do their shopping online benefit from the use of artificial intelligence (AI), even when they are not directly aware of it. AI can make shopping quicker and more enjoyable through streamlined processes and helpful suggestions. Businesses can also use AI in B2B sales to give their potential buyers the same kind of positive experience. Here are a few ways AI will be influencing B2B...

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The B2B Sales Prospecting Epidemic: The Underlying Cause

How do you handle the reality that 90% of buyers in your market aren't looking to buy? Or even more, aren't aware they have the exact problem that your solution could fix? Jim Burns of Avitage recently wrote an article covering the B2B sales prospecting epidemic, that discusses this exact issue. Let's review and summarize.

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3 Reasons to Empower Your Prospect's Purchasing Team

Understanding how your buyers follow their purchasing strategy is a critical element in your B2B sales strategy, regardless of the service or product you are selling. Many companies, especially mid- to large-sized enterprises, rarely have a single decision maker, but instead, have teams of coordinated sector leaders who each contribute relevant department data to the purchasing process. The...

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5 B2B Sales & Marketing Leaders Share Their Epic Fail Stories in the Spirit of FAILFAST17

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed." - Michael Jordan

As our sales and marketing event, FAILFAST17, nears closer on June 15th, we thought it'd be fun to share short epic fail stories from other B2B sales...

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