There’s this idea that sales is limited to salespeople. For the most part, that’s true. It’s a defined discipline within any organization that seeks the most skilled. But in today’s B2B sales environment, everyone within... Read More
Over the last few years within the B2B sales world, the notion that tech-powered new school strategies and techniques are here to conquer the old school has been getting a good deal of buzz. It’s... Read More
In the SlideShare below, we dive into how the B2C customer experience has affected the expectations of the B2B buyer. Click through to understand how your sales team can meet your customer’s B2C buying experience,... Read More
More phone calls, more emails, more content, more follow-up, more meeting requests almost always results in a bad outcome: an annoyed—even enraged—customer. And once your customer’s enraged, they’re as good as gone. So how does the savvy B2B sales professional go about delivering the right sort of engagement?
In the account-based marketing and account-based selling worlds, we often gloss over (or skip entirely) the differences between the two. That likely happens for one of two reasons. Either the person talking about account-based selling and account-based marketing doesn’t fully know the difference between the two or they’re assuming that their audience already knows the difference—and we all know what assuming does…
With just handful of weeks left on the 2016 calendar, B2B sales pros the world over are in one of three mindsets. Either they’re sitting pretty, relatively relaxed knowing that they’ve hit or exceeded their numbers or they’re feeling confident knowing that an all-but-signed deal is about to close, nudging them past their finish line, or they’re in that state of nervous-almost-panic because they know they’re going to come up short this year. Whatever the mindset, one thing is certain: the calendar will turn and 2017 will arrive. And given most reps aren’t in that upper echelon of a relaxed December, it’s worth laying out a few ideas on how folks call sell more in the new year.
Last month, Journey Sales CEO Bill Butler and YourEncore Chief Revenue Officer Mike Lewis led a webinar hosted by Top Sales World’s Jonathan Farrington. The focus? How sales reps can stop selling and start guiding... Read More
Vague introductory language like “I was doing some research on your company…” Auto-dialers. Calling from a “local” area code. Calling before 8:00 a.m. or after 5:00 p.m. Requests to participate in “a survey.” These are just a few of the most widely used tricks B2B sales teams have implemented over the years in attempts to engage customers. The thing is, though, sales is like dating: you can't trick someone into liking you. These tricks do the exact opposite of what you would expect. Instead of engaging, customers react negatively and it hurts your reputation and the company's brand. And in the rare instance that they do work in landing a meeting, a relationships that starts with a trick is not primed for long-term success and mutual benefit.