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The Difference Between Selling to SMB vs. Enterprise Markets

You would think that when it comes to selling technology, the same B2B sales process should work for all target customers, right? After all, sales prospects are all suffering from similar pain points and seeking the same types of solutions, and so you should be able to apply the same selling techniques to meet your sales goals. 

Wrong! 

The way customers buy technology differs based on size and budget, and you need to use a different strategy for selling to small and medium-sized businesses (SMBs) than you would for enterprise customers. A successful SMB sales strategy requires you to match your sales approach with the size of the customer.

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5 Leading Brands That Rely on Outsourcing for Profits

There has been a change in tone to the word outsourcing. What was once considered a controversial way of doing business is now a seamless blend into the typical buildout of a successful company. The biggest reason? Outsourcing, particularly in relation to the sales process, allows companies to focus on what they do best, and leave the rest to a trusted  outsourced sales partner

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Outsourcing Sales Continues to Rise: What we Learned in 2019

Outsourcing all or part of the B2B sales process is on the rise as more companies realize the power of outsourcing to increase their sales. 

According to the 2019 Marketing Mix Report published by Sagefrog Marketing Group, 63 percent of B2B companies were expected to outsource sales and marketing in 2019. In fact, 67 percent cited increasing sales leads as their top priority for the year, and 35 percent said their top priority was converting leads.

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Significant Success Secrets For Bulk SMS Marketing

With a phone in almost every hand today, Short Message Service (SMS) marketing's popularity has only been growing from strength to strength recently. Bulk SMS marketing is at the peak of its demand for various reasons today, especially in the e-commerce sector.

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The 3 Keys to Building Expert Sales Teams

If you’ve been working in sales for any length of time, then you know that good sales reps are made, not born. To become a great sales rep requires dedication and perseverance, as well as performance analysis and coaching. When building a sales team, you have to use a measured approach that highlights weaknesses as well as strengths and provides the tools and support needed so that your sales reps can excel.

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Why Outsource your SDR Team?

This blog was originally published on 10/10/2016 and updated on 12/18/2019. 

Any way you look at it, filling your sales pipeline is a difficult task, and too many companies are relying on their top salespeople to handle routine prospecting. Account executives (AEs) are most valuable when they’re closing deals, which is why outsourcing sales is becoming a more popular strategy with B2B companies. By engaging outside sales development reps (SDRs), account execs are free to close deals and work with customers, which is the real value they bring to any organization.

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Trends in B2B Sales Team Structure

The nature of sales is continually changing, and organizations that can spot those changes are the ones that identify new opportunities. In B2B selling, buying habits are evolving, and capitalizing on new B2B sales opportunities means building a sales team that’s structured to address the new B2B customer. Unfortunately, most sales executives have been slow to identify these changes, let alone to react to them. It’s time to take a hard look at your current sales organization and consider building your sales team to meet the needs of today’s B2B buyer.

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Top 7 Women of the Channel You Should be Following

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How to Maximize Sales Through Direct Market Resellers

In the world of B2B sales there are different types of distribution partners, and each one plays a distinct role in reaching and servicing customers. Value-added resellers, for example, are high-touch partners that sell goods and services as part of a complete solution. At the other end of the spectrum are direct market resellers (DMRs), distributors that sell directly to businesses online or via telephone orders. DMRs maintain catalogs of goods to sell through online storefronts or by taking phone orders. DMRs can be an important part of any vendor’s value chain if you know how to provide the right support.

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How to Survive Brexit and succeed in B2B Sales

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Brexit-related news has been almost impossible to avoid these past few months as the United Kingdom edges closer to the self-imposed October 31st deadline to exit the European Union. With no deal in place with the EU, Britain’s exit strategy was already tenuous at best, but in the wake of changes to the Conservative party following Theresa May’s step down as Tory leader and Prime Minister, even more uncertainty has been introduced into the equation. Now, with one side promising an October 31st departure with or without a deal, while the other side passes new laws to stop such an outcome, corporations and Britons alike are scratching their heads with no real idea of what to expect.

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