How Millennials Are Changing Business-to-Business Selling

So much has been said about Millennials in the workplace over the past decade that, by now, it’s safe to say that there are several statistics that have become common knowledge.

For example, just a few years ago, Millennials accounted for more than one in three American workers and surpassed Generation X to become the country’s largest workforce segment. And that number is only continuing to grow. There are about 92 million Millennials these days, and they now make up the largest segment of consumers. We also know that, because they were born into the digital age, Millennials are savvy with technology.

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Sales Outsourcing for a Competitive Advantage

Reading the news this past week, it was interesting to see that Microsoft is making a move and reorganizing its sales force. While the reports offer a number of possible reasons for this, it’s certainly about Azure becoming the centerpiece of their future. It’s hard to say what will come from such a lofty reorganization, but it’s fair to say all options should be on the table–including an outsourced element.

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The Fundamentals of Lead Qualification

Lead qualification is a word that is often thrown around in the sales industry. At a basic level it illustrates whether or not a prospect is a good fit for your business. However, each company seems to have their own way of qualifying leads.

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5 Ways Big Data Is Changing Your Direct Sales Team

Sales organizations have an unprecedented amount of data available at their fingertips. While it’s easier than ever to access big data, the data itself can be overwhelming. In fact, 53 percent of sales managers say they feel overwhelmed by the volume of data, and 38 percent admit that they don’t know what to do with data once they get it.

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5 Myths About Outsourced Sales and Marketing

While most organizations build their own highly successful sales teams, it’s consistently a challenge to hire the right people, design the best models, choose the best technology, and implement those changes into your current sales process. Whether you’re building a team from scratch, refining a current sales model, testing a new motion, or revamping a current process to meet modern demands, outsourced teams have the core competency to ramp programs up and down, and scale accordingly with little or no risk to your current internal sales process.

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The 3 Best Books and Resources for Sales Professionals

As sales managers, we are inundated with information almost every day. From newsletters to blog articles, the internet has a plethora of information available. Some of it is relevant; some of it is not.

When done right, digital content is undeniably informative. However, for sales managers, nothing beats a well-researched book on a specific, significant topic (or topics). Written by industry experts, these books contain a trove of detailed, useful content that can help managers understand the art of sales in manageable, data-driven terms.

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Finding the Best Resellers for Your Channel

Whether you’re ready to go to market or looking to extend your current capabilities, adding partner resellers can shorten and improve the process. Partners offer low upfront costs and bring established customer relationships to your organization.

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Channel Partner Management: Creating a Symbiotic Relationship

Creating symbiotic relationships, where both parties benefit, is the first step in guaranteeing sustainable partnerships. While many channel managers are experienced in managing their current partners, acquiring new ones is a different story.

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Inside Sales Best Practices for B2B Businesses

Inside sales has grown immensely over the past decade; research shows that 800,000 jobs were projected in inside sales from 2009 to 2012. It hasn’t showed any signs of slowing down. According to 2016 data, inside sales personnel held a 54.4 percent majority over a 45.5 percent field sales minority. By 2020, it’s projected that there will be more than 6 million inside and field salespeople in the US, with a vast majority dealing in inside sales. 

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3 Reasons Lead Qualification Is Key to Successful Sales

You and your team of salespeople likely excel at closing sales. You likely have a firm grasp of managing your top enterprise accounts. However, managing a funnel of leads and prospecting and qualifying them for growth are also likely consistent challenges.

You aren’t alone. As data shows, 25 percent of leads are legitimate and should advance to sales, but 79 percent of marketing leads never convert. What’s more, 73 percent of leads are not sales-ready, and 50 percent are qualified but not yet ready to buy.

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