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Cost Comparison: The Value of Outsourcing Sales

B2B selling has become more complex. It used to be that B2B sales was a linear process, and a sales rep would own the customer relationship from lead development through final close and onboarding–then repeat the process. 

No longer. 

These days, customers are conducting proactive product research, trying to make sense of alternative solutions that meet their business needs. The process has become more complicated, in some cases making the customer less inclined to buy, fearing that they might make a mistake. As a result, the sales rep has to be a solution adviser that builds product confidence, quickly, with the customers.

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How to Choose the Right Outsourced Sales Partner

Not too long ago, B2B sales was a relatively uncomplicated process. Experienced sales reps would own the customer relationship, from prospecting and acquisition right through to product training. 

Times have changed.

B2B buyers are better educated and more discriminating, competition is tougher, and organizations are scrambling to lower their customer acquisition costs and increase customer lifetime value (LTV). As a result, the sales process has become more diversified, with different job functions for lead acquisition, nurturing, closing, and onboarding customers. 

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How to Design a B2B Sales Team and Optimize Coverage

Times are changing, and so is the way that B2B buyers source new business solutions. This means that you need to rethink your approach to building a sales team. Customers aren’t looking to buy specific products as much as they’re looking for ways to solve business problems. 

As a result, sales territories are fading in favor of selling using vertical market expertise. It’s a buyer’s world, and customers are better educated and want more value and better service, and so building a sales team that can offer better solutions requires a new strategy.

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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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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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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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2 Ways to Provide Empowerment when Managing Sales Reps

You have no doubt heard the phrase, “People are your most valuable resource.” Nowhere is that more true than in the world of B2B sales. Experienced, committed, savvy sales professionals are your most valuable asset, especially if you empower them to be valuable. Good sales reps are not service bots or order takers simply tasked with achieving quotas; they are skilled professionals who understand the value of what they are selling, how that value proposition meets customer needs, and the lifeblood of your revenue generation engine. When it comes to managing sales reps effectively, empowering them to succeed always yields better results.

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5 Sales and Marketing Tips for Navigating GDPR

It’s been more than a year since the General Data Protection Regulation (GDPR) was put into effect by the European Union. The goal of the GDPR is to protect the privacy of EU citizens by regulating how personal data is handled, both within EU countries and outside of them. That’s why any organization doing business in Europe needs to be concerned about GDPR compliance, especially when it comes to sales.

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