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”
What Makes Someone a B2B Sales Influencer
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 salespeople now use social media as part of their strategy (source).
Continue reading “Social Selling: The B2B LinkedIn Strategy”
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 Important Sales Skills All B2B Recruiters Need”
It’s no secret that social selling can have a huge impact on a B2B organization’s bottom line. In fact, sales reps who leverage social selling are 79% more likely to attain their quota than those who do not (source). Continue reading “The B2B Sales Rep’s Guide to Facebook”
In a recent blog post we discuss influencer marketing as a viable B2B marketing tactic. Despite the staggering popularity of influencer marketing amongst B2C organizations, its popularity has been slow to catch on in the B2B realm. In fact, according to a recent report, only 15% of B2B brands have established influencer programs (source). Continue reading “8 Best Practices for B2B Influencer Marketing”
For years now, it has been predicted that email marketing was fast approaching its end. Yet, despite these claims, the demise of email has yet to arrive. In fact, email is far from dead. Continue reading “3 Components of Email Marketing Success”
Sales productivity. For a B2B organization, there is no metric more important. On a basic level, sales productivity is the rate at which a salesperson secures revenue for a business.
A recent shift in the buyer’s journey has lead to a staggering decrease in productivity. This is because B2B buyers have more control than ever before. In fact, studies show that buyers are able to complete nearly 57% of the customer’s journey before even signaling their interest in a product or service (source). Continue reading “Increase Sales Productivity with A Sales Enablement Tool”
You’ve heard it before, and you’ll hear it again – content is king. Over the last few years, content marketing has taken the marketing world by storm, becoming one of the most commonly used strategies by 86% & 89% of B2C and B2B marketers respectively (source) – and for good reason!
Continue reading “How to Create Marketing Content that Matters”