Articles about b2b sales


Sales Pipeline Management: 10 Ways to Manage Your Pipeline

Last updated: 07/01/2019

A sales pipeline plays an important role in any successful business. According to research by  72% of sales managers hold sales pipeline review meetings with their sales reps...

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Weekly Roundup: Avoiding Unforced Errors, Designing a Sales Process + More

Last updated: 06/30/2019

No one does marketing for marketing’s sake. We want to establish our brand, build an audience, convert leads, grow a pipeline, accelerate deals through the funnel, and...

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Sales Professionals: How To Build Equal Business Stature With Executives | Selling From the Heart

Last updated: 06/27/2019

Last week, I heard a great phrase during a meeting with a future client in the financial services industry: Equal Business Stature. They want their reps to have equal business...

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How to Use Social Proof to Drive More B2B Sales

Last updated: 06/27/2019

Humans have a pack mentality.  We’re easily influenced by the thoughts and opinions of the people around us. This was confirmed by Friedrich Nietzsche, a German philosopher who...

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"We're gonna sell our way right to the apocalypse": AI in the sales process with Adam Honig (Spiro.ai)

Last updated: 06/26/2019

Adam, can you give us a quick rundown of what Spiro does? Sure. So, you know, we really hate the term CRM,  and I think anybody who's ever had the misfortune to actually use CRM...

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Know and Do the Most Meaningful Activities w/Kristina McMillan

Last updated: 06/26/2019

In this episode, Barb talks to Kristina McMillan, VP of Research at TOPO about why it is so important to FOCUS on the right activities if you want to achieve the right sales...

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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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