How B2B Sales Can Adjust to Larger Buying Groups

Buying groups are getting bigger. It’s becoming more elusive to close your sale.

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That Cranky Lead Might Be a Golden Prospect

How can you spot a prospect who is going to lead to a sale versus one who isn’t?

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Follow Up Faster for More Engaged Prospects

Make more calls. Send more emails. Use LinkedIn more.

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Why Sales Should Pitch In on Company Content

It's a common issue. Sales and Marketing don't collaborate enough on the creation and sharing of company content. It stalls sales and causes delays in meeting company goals.

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Trouble Closing Sales? It’s Not Them, It’s You

People tend to distrust Sales. According to Forrester, 59% of buyers prefer to do research online instead of interacting with a sales rep.

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To Close a Sale, Slow Down Just a Little

In sales, it gets easy to think you have all the answers.

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Being a Trusted Advisor is More Than Just Doing Your Homework

“Trusted advisor.”

This phrase is pounded into the heads of salespeople everywhere. Salespeople should go beyond just pitching and following up. They need to be the expert problem-solvers, knowledgeable guides that buyers need them to be.

Being a trusted advisor is, according to sales experts, what every salesperson should aspire to be in order to flourish in the new sales environment of...

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Is Real-time Sales Content Delivery Even Possible?

Yes. But let's back up a minute and look at the challenges.

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Timely Sales Questions We Aren’t Asking Prospects But Should

Recently we wrote about how salespeople tend to launch right into talking about their own products and services, without taking the time to listen to the buyer.

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Sales Should Stop Chasing Titles and Focus on This Instead

Often in sales, we work hard to get contacts within an organization. We shoot for the title that is highest on the totem pole, thinking that their power will be enough to drive a sale to close. But is this the best way to approach the new buying group, where over five people (on average) have the power to veto a sale?

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