Articles about b2b sales


The Importance Of Developing Your Own Perspective

Last updated: 05/20/2020

Your marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. They intend...

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How to Approach Sales Leads during the Coronavirus Crisis

Last updated: 05/17/2020

During a virtual event on April 2, Pipedrive polled 1,424 sales and marketing professionals about the macroeconomic issues affecting their teams amid the coronavirus pandemic....

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How to Become a Consultative Salesperson in B2B Sales Now

Last updated: 05/12/2020

Early in your career in sales, you work on solving your dream client’s problems by displacing your competitor and providing them with your product or service, believing this is...

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9 B2B Prospecting Methods That Will Help You Land Customers

Last updated: 05/09/2020

The B2B sales environment is a cut-throat one. Sales reps are always fighting with the clock to hit quotas. Sales, after all, is what keeps a business afloat. Reaching out to...

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Insight Stacking is a Powerful Way to Create Value Now

Last updated: 05/05/2020

There is power in sharing an insight that provides your client with a new view of their business. A single idea is capable of sense-making where things are complex, complicated,...

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A Plan for Prioritizing Your Prospecting by Importance

Last updated: 04/27/2020

Prospecting is difficult when you don’t have a well-developed plan. The more specific you are about what you need to do and block the time to do it, the more effective you will...

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The 4-Step Sales Strategy Execution Guide (2020 Update)

Last updated: 03/25/2020

With a set of business objectives in mind and a sales strategy plan in place to achieve them, it’s time to put theory into practice and look at sales strategy execution. So,...

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How To Follow Up After Losing A Big Deal

Last updated: 03/11/2020

You lost a big deal you believed you should have won. In letting you down easy, your dream client explained that you were a very close second and that it came down to their...

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How to Use a Multi-threading Approach in B2B Sales

Last updated: 03/10/2020

Does your business have major accounts that hinge on one or two personal relationships in the purchasing enterprise? If your answer is “yes,” then it’s important for you to...

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How To Effectively Close a Complex B2B Deal

Last updated: 02/24/2020

I wrote a book on how to close complex B2B sales titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. The book provides a deep dive into the ten...

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