The B2B Sales Rep’s Guide to Building Trust Quickly

building trust in sales

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”

5 Must-Follow B2B Sales Influencers

B2B sales influencers

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”

Increase Sales Productivity with A Sales Enablement Tool

sales enablement toolSales 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”