Recent Posts

3 Tips for Accelerating B2B Sales

B2B sales is one of the toughest jobs in town. Decisions are made by committee; potential customers rely on a variety of information, some of which may be incorrect; customers often do not even know when they are going to make a purchasing decision. Here are three guidelines that may help you find and secure your next deal.

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But What About the Buyer?

Most sales-related mentoring focuses on improving the performance of the seller. The other half of the sales equation, however, is the buyer, and there's nowhere near as much guidance about engaging that half of the equation.

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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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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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Group Buying Dysfunction - Not Just a Sales Thing

Do you know what’s the biggest roadblock facing B2B sales today? Group buying dysfunction. It is dragging out sales cycles for months and months, or worse - results in a ‘no decision’ deal, where your customer decides they’d rather just stick to the status quo. If you’re in marketing, you probably think you have no control over group buying dysfunction; seems like a sales problem. Your job is...

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Dynamically Personalized Demo Videos = Shorter Sales Cycles

What once was a clear line between where marketing ended and sales began, has become less and less defined in today’s B2B world. As customer’s buying behaviors have drastically changed, so have their expectations. The traditional sales model of marketing handing off an opportunity to sales simply no longer works.  Your customers don’t care whether your role is marketing or sales, all they care...

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Sales and Marketing: Personalize to the Persona or Person?

Personalization is the latest buzz word in the world of B2B marketing and sales . We’ve come to realize that mass generic emails and cold calls with blanket sales pitches not only don’t work, they reek of laziness.  It’s no secret that B2B customers are shopping around just as they would for any other big purchase, such as a car or television. They are doing their research and educating... Read More

Accelerate Pipeline Production: The Power of Personalized Demo Automation in Pre-Sales

While all the glory may be in the closed deal, we can’t forget that the effort we invest in marketing and pre-sales is what landed us the seat at the table in the first place. Pre-Sales is essentially everything that has to come together before a sale can happen. Sounds so simple, but it grows more complex when you start to juggle each customer’svarying verticals, technologies and components....

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Meet the Modern B2B Buyer(s)

Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.

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Effective B2B Sales Tip: Rethink Your Overreliance on Email

If you’re a salesperson, chances are, you spend a lot of time in your inbox.

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