Ideas are meant to be shared, especially when it comes to B2B selling. It’s always useful to hear from old pros who have “been there, done that,” and also hear about what works for them in a tough selling situation.
In the world of B2B sales, chasing down qualified B2B leads can be the most frustrating part of any sales rep’s job, but it’s also one of the most important. You need those B2B leads to keep the pipeline full and achieve your sales goals. The truth is that B2B prospects aren’t really harder to find; they have just become more discriminating. Today’s customers are better informed and busier than ever, so you need to adopt more creative strategies to attract qualified B2B leads.Read More
Whom would you rather buy from? The slick sales rep with the aggressive sales pitch who wants you to decide today, or the sales rep who asks questions, listens to understand what you need, and takes the time to work with you to find the right solution. The answer is easy, but the reality is there are still too many quota-driven sales reps out there who put closing the deal ahead of the needs of the customer. Sales reps with happy customers and long-term success are the ones who master the art of selling without selling.
Any company looking to increase revenue should consider a channel partner program. Naturally, you look to your in-house sales team first to help build revenue, but it can cover only part of the market. A well-established partner channel can help you capture untapped revenue. By collaborating with the right channel partners, you can access new revenue sources and new customers that you may never have known existed.Read More
Business networking is essential to success in sales. Whether you are selling products, services, or your capabilities, your ability to connect with others in your industry will set you apart as a trused partner worthy of someone’s time and business. The following blog post provides tips that will help you develop and refine your business networking strategy, grow your professional network, and accelerate your sales pipeline.