Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. The more information you have—the better!
In today’s post, we provide you with 53 statistics to guide your B2B sales outreach strategy. Keep reading! Continue reading “53 Statistics to Guide Your B2B Sales Outreach”
In today’s technology and data-driven landscape, marketers are under constant pressure to prove the value of their efforts. But with the amount of data and analytics we have access to, it can be difficult to differentiate between the important marketing metrics and the not-so-important marketing metrics.
If you’re struggling to report on the success of your marketing campaigns, we’re here to help. Today we explain the five most important marketing metrics in 2017. Keep reading. Continue reading “5 B2B Marketing Metrics That Matter”
Last week, nearly 170,000 business professionals touched down in sunny San Francisco, CA for the largest and most anticipated tech conference of the year, Dreamforce 2017.
This event features daily keynotes presented by some of the most reputable speakers in the world, hands-on workshops where attendees are able to fine-tune their skills, expert panels for discussing industry trends, late night networking parties, and even a headlining concert. The Dreamforce fun never stops. Continue reading “9 Can’t-Miss Moments from Dreamforce 2017”
When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done.
Good questions and the answers they produce can make a huge difference in your ability to close a deal. So keep reading as we provide you with our top 12 questions to close deals faster. Continue reading “12 B2B Sales Questions to Close Deals Faster”
When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) (source). Continue reading “6 Ways to Stand Out in a Trade Show Exhibit Hall”
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”
Influencers in B2B Sales
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”
In the age of social media, influencer marketing has become wildly popular—even among B2B organizations. But, unlike the B2C market, it’s not always easy to identify the thought leaders with the most social pull within the B2B community. Continue reading “5 Must-Follow B2B Marketing Influencers”
By now, B2B sales reps are more accustomed to using social media as part of their daily selling practices. In fact, 90% of top performing sales people now use social media as part of their strategy (source).
Continue reading “The B2B Sales Rep’s Guide to LinkedIn”
As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. But, like consumers, candidates aren’t always immediately interested in what you have to offer.
Continue reading “7 Sales Skills All B2B Recruiters Need”