Learning the Fundamentals of a Successful Sales Campaign

Learning the Fundamentals of a Successful Sales Prospecting Campaign
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Experienced business development executives know the importance of researching their prospects to ensure they are using their time wisely and having meaningful, peer-to-peer conversations. Identifying the appropriate decision makers, being proactive with follow-up calls, and leaving targeted messages when appropriate, are all a part of an effective inside sales campaign that gets results.    With […]

3 Steps to Building a Successful Sales Playbook

3 steps to a successful sales playbook
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A comprehensive and efficient sales playbook is essential to maintaining a smooth operation and optimizing your sales tactics. A sales playbook will allow your sales employees to operate independently while representing your organization in the best light. It will also enable leaders to define what a “successful sales call” entails for their organization and ensure […]

B2B Sales in 2020

B2B Sales in 2020
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Trends in B2B sales are becoming increasingly more customer-centric. Prospects and customers are seeking a personalized, top-notch experience from the first contact to beyond the point of sale. So what exactly are the latest trends for B2B sales in 2020, and how can you utilize them to achieve sales success? B2B Sales in 2020 – […]

B2B Sales – A Guide to The Benefits of Outsourced Lead Generation

benefits of outsourced lead generation
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You understand that outsourcing is a viable option to integrate into your B2B sales program. You’ve heard that bringing in the experts to spearhead a lead generation program can have far-reaching benefits. Yet, you’re still not convinced of the benefits of outsourced lead generation for your company or your bottom line.  An apprehension to outsourcing […]

Meeting B2B Sales Priorities in 2020

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B2B Sales Priorities in 2020 As we approach the final months of the year, many of us think about what we should prioritize for B2B sales in 2020. A recent study published by the Rain Group Center for Sales Research offers food for thought.  The Rain Group surveyed 423 sales professionals about their top priorities […]

B2B Sales – Who Is Representing Your Brand?

B2B Sales - Who Is Representing Your Brand?
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You care about your Brand… or do you? Professional marketing teams take great care in creating and promoting their corporate brand.   It is more than just a company name or visual element; it represents the first impression of your company to the world, including prospective buyers.   Every aspect of your company brand says […]

4 Blogs to Help You Achieve B2B Cold Calling Success

4 Blogs to Help You Achieve B2B Cold Calling Success
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  Complex B2B sales require effective conversations with key decision makers at the highest levels. However, achieving success through cold calling is not as simple as picking up the phone and reading a script, or hiring an entry-level associate to do so. B2B cold calling for lead generation requires preparation, experience, and business acumen in […]

What Are Best Practices for Transitioning Leads from Inside Sales?

transitioning leads from inside sales
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Do you want to increase your close rate? Don’t throw away qualified opportunities.   One of the benefits of being in the B2B sales industry for over three decades, while continuing to attend trade shows and speak with industry leaders regularly, is that we know what determines success in lead generation through telesales.   When […]

It’s Time for Your Sales Team to Step up Their Game

It’s Time for Your Sales Team to Step up Their Game
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  A powerful and consistently high-performing team is the dream of any director of sales, but in my experience, this doesn’t just happen.   It requires dynamic coaching and a methodical evaluation process to determine your sales team’s performance and optimize it. Do you have an accurate method for measuring your sales team’s performance?   […]

Customers Are Getting Smarter – Is Your Sales Team?

Customers Are Getting Smarter – Is Your Sales Team?
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Why it’s more important than ever to have a highly experienced B2B sales team.   Several years ago Sirius Decisions released the statistic that 67% of the buyer’s journey is now done digitally.   Similarly, CEB (now Gartner) stated that the average B2B buyer is 57% of the way through the purchase decision before engaging […]

What is a Complex B2B Sale?

What is a Complex B2B Sale?
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What makes a sale complex, and why is it important to classify it as such? While there is no specific hard line that delineates a complex sale from a simple one, we consider the following factors to determine if a sale is complex: The sales cycle is long The risk, impact, and investment are significant […]

The Cavs’ Comeback – 6 Sales Lessons Learned

The Cavs’ Comeback – 6 Sales Lessons Learned
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  For me (and for all other lifelong Cleveland Cavaliers fans) this NBA season certainly hasn’t disappointed. While every year has its share of ups and downs, the 2018 playoffs have been particularly nail-biting.   Tuesday night I watched with pride as my favorite team came from behind to tie in the conference finals after […]

2 B2B Sales Lessons Learned from the Cleveland Indians

2 B2B Sales Lessons Learned from the Cleveland Indians
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As a Cleveland native, one of the things I’m looking forward to most this spring is cheering on my hometown team, the Cleveland Indians. Even though we just celebrated opening day, the Indians are favored to win their 3rd straight division title this year.     As a fan, I’ve certainly enjoyed celebrating the success […]

How to Build Trust with B2B Prospects

How to Build Trust with B2B Prospects
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For your B2B lead generation to be successful, it’s essential for you to build trust with your prospects. Why? Because in B2B lead generation the sales cycle can be long and complex. If trust is built, and there is a solid business relationship started at the beginning of the cycle, there is a greater chance […]