Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your prospects be any different?
In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done. In fact, only 3% of buyers trust sales reps (source). Continue reading “The B2B Sales Rep’s Guide to Building Trust Quickly”
A prospect recently asked us to review his sales and lead generation programs because lead flow had dropped significantly. This concerned him because he had just finished a significant new product launch with a well-known interactive marketing agency. We agreed to sniff around. Continue reading “Is Data Quality Killing Your Lead Flow?”
In a recent post, we explored the qualities that made someone an influencer. We also introduced you to some of our favorite B2B marketing influencers—including the socially-savvy Ann Handley, Joe Chernov and Joe Pullizi, just to name a few.
However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere; the B2B sales arena has a few social celebs of its own. Wondering who they are? Well, you’re in luck! In today’s post, we’ve compiled a list of the top sales influencers on our radar. Check them out! Continue reading “5 Must-Follow B2B Sales Influencers”
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of sales prospecting. Continue reading “6 Best Practices to Improve Your B2B Sales Prospecting”
Hiding behind office doors and computer screens, the passive candidate is hard to find and tougher to catch. Yet with the right tools and mindset, it’s possible to track down this elusive prospect.
How? By thinking like one! Luckily for you, we’ve gathered the clues you’ll need to get inside the mind of your passive prospects. It’s time to get out there and catch them… if you can. Continue reading “Catch Them if You Can: Passive Candidate Edition [Infographic]”
If you’re a fan of the content we publish, there’s good news! We have more. Over the last few months our writers have been collaborating with other B2B organizations to create articles, guides, and blog posts.
In our first blog post round up we covered data-driven public relations, customer-centric business strategies, content marketing, social media, and much more. Continue reading “B2B Blog Post Round Up: Buyer Personas, User-Generated Content, and More!”
It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization.
Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” (source) Continue reading “12 Ways to Handle Sales Pressure”
Since marketing went digital, the industry hasn’t been the same. Recently, there has been a renewed interest in ‘marketing hacks’ as B2B marketers have started to realize traditional marketing methods are no longer useful in a competitive landscape.
Continue reading “4 Tried and True B2B Digital Marketing Strategies”
In a recent blog post we shared the top 25 Must-Tweet Moments from the 2017 Growth Acceleration Summit. And, while we covered some great territory, we have even more great takeaways to share with you.
Keep reading for 16 more insights straight from the speakers of the 2017 Growth Acceleration Summit.
Continue reading “16 Key Takeaways from the 2017 Growth Acceleration Summit”
On September 13th and 14th we held the second annual Growth Acceleration Summit in Boston, MA. The best and brightest in the B2B world came together to give talks, facilitate workshops, and network.
All in all, it was a great success! For those who weren’t able to attend, we compiled the top 25 must-tweet moments. Check it out:
Continue reading “25 Must-Tweet Moments from the 2017 Growth Acceleration Summit”