History will remember 2020 as a year that changed the world, including how it has affected how we do business. The chaos created by the COVID-19 pandemic has had a dramatic impact on global business, including B2B sales and marketing. The B2B sales trends you can expect to see in 2021 are going to be a direct result of the pivot that successful companies were able to make to deal with the economic downturn in 2020.Read More
We all know that B2B sales don’t just happen. Before you can work with prospects and close the deal, you need to have qualified leads that you can convert to sales, which is why the role of the marketing specialist is so critical to the B2B sales process.
The marketing specialist’s job is to generate sales using online marketing strategies such as social media, web marketing, direct email, webinars, blogging, and search engine optimization (SEO). It’s the marketing specialist’s job to add leads to the sales funnel, and that role has become more important as B2B customers have become more self-selecting.Read More
In order to have a topflight sales organization, you need a strong sales channel. When your sales success depends on distributors and partners, you need an internal channel account manager with the right skills to oversee third-party sales.
If you are used to having a direct sales infrastructure, you may not understand the talents that are required of a successful channel account manager. In addition to understanding sales, you also have to be a sales strategist, trainer, coach, negotiator, diplomat, and referee. When you are managing an internal sales team, the team has a common goal—to drive sales for your business.
A channel manager’s role is more complex because it requires accommodating the business needs of channel partners as well as the success of the supplier. It’s a balancing act that requires finesse and additional skills.
The role of the high-tech field rep is changing and so is the way they are selling. The old method of overseeing the customer from lead capture to deal close and beyond is gone. High-tech field reps are now key members of a larger sales team, with each member playing a distinct role in the value chain. With the changes in the field rep’s role come new strategies to generate sales.Read More
Native cloud software is here to stay, and a surprisingly large number of software as a service (SaaS) offerings are free. Free SaaS applications can be invaluable, especially if you need to solve a problem in a hurry. In fact, many free SaaS applications are outstanding tools to increase productivity, address business challenges, and make it easier to work remotely, which is extremely useful with more employees working from home thanks to the coronavirus.
There are free SaaS solutions for almost every business need. We have collected a few of the most popular SaaS tools with free offers:Read More
The COVID-19 pandemic has caused an incredible amount of disruption in our day-to-day lives. More of us are working from home, the gyms are closed, and summer travel plans have been put on hold. Meanwhile, we’re all experiencing plenty of newfound stress.
All of these changes have had a rapid and profound impact on our lives—and for many of us, our waistlines. A WebMD survey found that 47 percent of female respondents said they have experienced quarantine-related weight gain. For men, that number was 22 percent.
But your new work-from-home schedule doesn’t have to equate to a more sedentary lifestyle. Here, we explore some of the top ways to avoid “the quarantine 15” while still leaving plenty of time to excel at your sales job.Read More
Times of uncertainty present challenges to all of us, but they also present new opportunities. During a crisis such as the COVID-19 pandemic, everyone is anxious about their health, their family, their job, their company, and the future.
No one can predict what’s coming, but you can help secure your company’s future by solidifying your brand reputation. It’s an excellent time to build brand recognition and customer loyalty.Read More
In times of crisis, you need to plan for the future at the same time you address the challenges of the present. These are certainly interesting times, when the global COVID-19 pandemic has created an economic crisis and turned everyone’s operations upside down.
For many, work has stopped, resulting in 21.5 million Americans filing for unemployment. Businesses across all sectors have been affected by the pandemic, and sales have stalled waiting for the crisis to abate. Now is the time to revisit your sales programs and lay the foundation for sales during and after a crisis.Read More
Even during a typical summer, staying motivated and focused on work can be challenging. After all, the weather is warm, kids are out of school, and vacations are looming. This year, motivation can be even harder to come by. Because most people are still working from home, activities are still somewhat limited, and we’re all yearning for a change of pace.
But despite this summer’s unique challenges, it’s still important for your sales team to hit their goals and keep their momentum up. Read on for five ways to motivate your sales team through the dog days of summer:Read More
There is a reason that the Centers for Disease Control calls COVID-19 a novel coronavirus. We have never seen a virus like this one before, nor have we seen a global pandemic this severe in more than a century.
The COVID-19 pandemic is affecting all of us, especially small and medium-sized businesses (SMBs), and your SMB customers need your help more than ever. The challenge is finding the best way to help them through these unusual times.Read More