b2b sales

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Today's Sellers and the Rise of Account Based Marketing

Today’s Sellers and the Rise of Account Based Marketing

Matt Ellis
Written by Matt Ellis February 21, 2017

A Demandbase survey found that “71% of B2B organizations are either using [Account Based Marketing], interested in adopting the strategy or are testing it.” Account Based Marketing (ABM) is clearly a strategy many organizations are implementing to improve their selling. But, what is Account Based Marketing? ABM as it currently stands has many different definitions.…

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The Evolution of the Sales Playbook

The Evolution of the Sales Playbook

Alyssa Drury
Written by Alyssa Drury May 4, 2016

Sales playbooks have been integral to sales training, onboarding and ongoing success for many decades. Playbooks—collections of tactics and methods that highlight salespeople’s roles and responsibilities as well as the tactics and metrics to achieve them—have served nearly the same purpose for decades’ worth of salespeople: sell effectively and productively. But as sales cycles become…

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3 Ways Sales Technology Enhances B2B Sales Coaching

3 Ways Sales Technology Enhances B2B Sales Coaching

Alyssa Drury
Written by Alyssa Drury April 11, 2016

Think back to the first time you played a team sport. If you were like me, you were around four years old, dressed in an oversized neon t-shirt, stiff shin guards and spiky shoes. You had no business—or interest in, for that matter—dribbling a soccer ball, but the weedy flowers in the grass sure were…

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10 Sales Tips for Winning Interactions from the Pros

10 Sales Tips for Winning Interactions from the Pros

mcheung
Written by mcheung December 7, 2015

Selling isn’t easy. Being a sales rep means always prospecting, presenting demos, cold calling, and ultimately, trying to provide value throughout the buying experience. However, a majority of reps seem to be failing at this last point, as Forrester reports that executive buyers consider only 19% of their meetings with salespeople to be valuable.

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To Drive Sales Success, Become Your Customers' Travel Agent

To Drive Sales Success, Become Your Customers' Travel Agent

Kaitlyn Merola
Written by Kaitlyn Merola October 21, 2015

Yesterday morning kicked off the start to what’s been a very exhilarating CEB Sales and Marketing Summit! The first presentation of the morning was presented by CEB’s Brent Adamson, titled The End of Customer Empowerment. Brent did a fantastic job of getting this group of successful sales and marketing pros fired up about this “new…

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The 3 P’s of Successful Sales Interactions

The 3 P’s of Successful Sales Interactions

mcheung
Written by mcheung October 13, 2015

According to a Forrester Research study, approximately 60% of executive buyers are unsatisfied with their interaction with sellers. Today’s buyers have access to a virtually endless supply of information, and, as a result, place an unprecedented burden on sellers to demonstrate value. In order to meet this challenge and have successful sales interactions, sales reps…

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How Sales and Marketing Can Deliver Value Together

How Sales and Marketing Can Deliver Value Together

mcheung
Written by mcheung September 23, 2015

Today’s sales and marketing teams are faced with growing demands from executive buyers to demonstrate business value in order to even be considered for selection. But they don’t seem to be making the cut. According to a study by Forrester, executive buyers find only 19% of their meetings with salespeople to be valuable, and 65%…

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7 Productivity Tips for Crazy Busy Sales Reps from Jill Konrath

7 Productivity Tips for Crazy Busy Sales Reps from Jill Konrath

Alyssa Drury
Written by Alyssa Drury September 14, 2015

Last week, I had the opportunity to hear Jill Konrath speak at HubSpot’s INBOUND conference. Jill is a well-known sales strategist and keynote speaker, and has authored 3 bestselling books about sales acceleration and effectiveness. Needless to say, Jill had a lot to share about how to help crazy-busy sales reps maximize the time spent…

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3 Tips to Help Sales Reps Manage Prospects

3 Tips to Help Sales Reps Manage Prospects

mcheung
Written by mcheung August 21, 2015

As a sales representative, you’ve worked long and hard to develop a substantial list of leads. Now that you have these leads, you need to effectively handle them so that they don’t fall through the cracks at any point in your sales funnel. Some of the most challenging responsibilities that sales reps face are converting…

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Why Sales Success Should Be Spelled with 5 C’s Instead of 2

Why Sales Success Should Be Spelled with 5 C’s Instead of 2

mcheung
Written by mcheung August 10, 2015

Salespeople wear a number of hats. I believe the average salesperson should be persistent, approachable, communicative, and willing to learn. But don’t strive to be average. Be great—be successful. How do you become successful? There are five important qualities a successful salesperson should have, and they all start with the letter “C.” The following five…

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