Articles about b2b sales


Introducing B2B Marketing Trends: Insights from the Frontlines of B2B Marketing | Salesforce Pardot

Last updated: 06/25/2019

Business-to-business (B2B) marketers now face challenges that simply didn’t exist a few years ago. Business buyers are savvier and more connected than ever, and they expect...

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How to Avoid Being a Slimy Salesperson

Last updated: 06/24/2019

I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe...

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The Role of SDRs in Account Based Sales

Last updated: 06/24/2019

Across B2B sales, the two hottest topics of 2016 have been Account Based Sales and the role that drives it: the Sales Development Rep. In this excerpt from Bridging the Gap: The...

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3 B2B Sales Techniques to Close Cold

Last updated: 06/22/2019

Maybe it’s the end of the month, or maybe we just need to double-down on pipeline – but my sales team at DiscoverOrg regularly runs plays and campaigns for an immediate impact...

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Sales Trends: Take Advantage of These Untapped Opportunities

Last updated: 06/20/2019

If you’re reading this blog, it’s probably safe to say you’re an ambitious sales professional seeking to improve your skills and advance your career. Either that, or you just...

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If the right thing doesn’t exist… make it!

Last updated: 06/20/2019

Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy. The land had no source of water, no access to...

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15 Questions to Ask in a Win-Loss Analysis to Help You Sell Better

Last updated: 06/19/2019

Win-loss review analysis is one of the most difficult parts of the sales process. If you lost the deal, it feels like you're taking it upon yourself to rub your nose in your own...

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Does branding matter for B2B sales and marketing? - Blender

Last updated: 06/18/2019

As a B2B company, your product doesn’t make your customers look cool when they wear it or happy when they drink it. You’re not selling jeans or diet soda. So, you might ask...

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How To Be a Consultative Seller: Five Minutes with Mack Hanan · The Sales Blog

Last updated: 06/15/2019

Anthony: I am rereading your book with great interest. One thing that dawns on me is that you originally wrote this book in 1970. Is that correct? Anthony: So for 40 years...

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How Marketers Can Create A Customer Success Tool To Fuel Sales Enablement | Vengreso

Last updated: 06/14/2019

Very few B2B sales organizations are creating their own customer success tools – resources designed to demonstrate the effectiveness of the solutions they provide in real-life...

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