Tag: B2B sales

May 8, 2023

In today’s fast-paced business, ultra competitive market, B2B sales teams are under more pressure than ever to generate leads, qualify prospects, and close deals quickly and efficiently. Real-time lead distribution has emerged as a powerful automation tool to help B2B […]

July 8, 2021

Your sales cycle starts with identifying and finding your potential customer. While this might seem like a very obvious thing, this process of identifying and finding your potential customer is known as sales prospecting. It’s a multi billion dollar industry […]

July 6, 2021

Customers are not identical. That’s obvious in the direct-to-consumer space where your company is selling a product to individuals. But when you’re selling to businesses, it’s important to remember that fact as well. Running a B2B business has significant revenue […]

December 11, 2020

Being able to convert leads into meetings is a critical part of the lead generation process. This article contains, to the best of our awareness, the most advanced and thorough treatment of the subject. It is the most comprehensive free […]

December 3, 2020

What is a lead distribution system? A lead distribution system is a business automation process that qualifies sales leads to the right sales reps. The definition is yawn-worthy, but the results are electrifying. In this post, I’ll cover the ins […]

December 2, 2020

Inbound leads vs. outbound leads. Both have the potential to be awesome customers. But there’s a different level of interest, familiarity, and receptiveness to your brand with each type of lead. So, to move them smoothly through your sales funnel, […]

September 9, 2020

Entrepreneurs in all kinds of industries are still grappling with the repercussions of COVID-19, and although there have been some encouraging signs in recent weeks and months of a possible return to the “New Normal,” we are not yet out […]

April 29, 2019

Sales remain the number one thing small business owners struggle with in their companies. Many don’t like to do it. Because they feel afraid. Or they think they don’t have the skills. Or they believe they must become the pushy […]

August 28, 2018

Sales-Qualified Leads. In the B2B sales funnel, they’re the key that unlocks the door to a sale. They’re the leads that have been carefully and skillfully nurtured. They’re the ones, that with the right discussion points, could turn a prospect […]

August 27, 2018

In complex B2B sales, there’s a common recognition that multiple stakeholders are almost always involved in the decision-making process. Research by the CEB (now part of Gartner) found that the average number was 6.8 and rising. In some deals, that […]

July 19, 2018

Recently, business-to-business (B2B) buyers have begun to resemble consumers when it comes to watching videos. According to Google, 70 percent of B2B customers watch videos on their path to purchase. The Content Marketing Institute reports that in 2015, 76 percent […]

June 21, 2018

Technology. The great disrupter. It’s a universal truth that technology drives change. This can be seen throughout history and across industries. With every new invention and innovation, people are forced to evolve how they think and act. B2B salespeople see […]

May 7, 2018

I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the sales process. I used Sinek’s framework to make the point that our best customers don’t just buy what we […]

April 30, 2018

Inbound marketing encompasses a wide array of tactics, goals, and metrics. The key ideas here are to increase awareness, drive better leads, and convert more often. Inbound marketing paves the golden road for consumers to find your brand, engage with […]

April 26, 2018

In my line of work, I see a lot of different content marketing strategies and tactics. Some are definitely winners, while others are … not. Content marketing is an incredibly powerful tool in persuading your prospect to consider your service […]

February 2, 2018

The success of a demand generation marketer is no longer measured in just the quantity of news leads generated. Rachel Rosin, Group Manager, Marketing Operations at Glassdoor says “A successful [demand generation] program is measured by the quality of those […]

December 14, 2017

Mike O’Toole of PJA and I recently gave a talk at a gathering of ANA members in Chicago. During our talk, Mike made a point that I think bears repeating. Specifically, he said, “Companies in the B2B space all work […]

July 13, 2017

B2B sales often involve an extended sales process, is more geared towards companies (and not individuals), and also comes with the baggage of complexity associated with B2B products and services. With B2B sales, it’s also harder to identify the right […]

September 15, 2016

Every salesperson has felt that rush of adrenaline—and, let’s face it, dread—that comes when selling to a tough prospect in B2B sales. These prospects are pushy and sometimes even rude, making demands like, “What’ve you got for me? Let’s make […]

August 29, 2016

As is happening in every other industry, manufacturing companies are seeing their sales models changing quickly. Sadly, many of these companies are still using antiquated, ineffective sales models and processes, leaving their sales staffs fighting an uphill battle. If this […]