July 20, 2022
How to Reduce Complexity in the B2B Buying Journey
Buyers looking at project management systems have over 300 vendors to choose from, and many software categories include even more options. It’s no wonder that 77% of B2B...
Posts Tagged:
b2b sales
April 6, 2022
How to Future-Proof a Digital-First Sales Team
The move to a digital-first sales process was not born out of the necessity of COVID-19 and the changing landscape since. It's been in process for several years. The forced...
February 4, 2019
AI is Replacing B2B Sales Roles. How Much Time is Left Before the...
This post has been updated for 2020 ...
September 3, 2018
The CX Factor: Customer Experience in B2B Web Portals
In the everyday cut and thrust of business life, it can be easy to forget that the people you deal with in B2B interactions are consumers as well. As consumers, we are all...
February 20, 2018
Data-Driven Insights into Customer Behavior Can Lead To Sales Success
Building strong relationships with customers should be top of the agenda for sales managers. It's why you hire staff that are charming and confident. But good banter and a...
July 20, 2017
3 Keys to Improving B2B Customer Relationships
Customer relationships are at the core of every industry. While we may have platform and service-oriented image of B2B commerce, even B2B companies wouldn't survive without...
April 4, 2017
5 Outbound Sales Strategies to Increase Revenue
Despite calls to the contrary, outbound sales is far from dead. Inbound sales might be "easier," but it won’t always bring you the right kind of customer or enoughÂ...
January 5, 2017
How to Write Better Sales Emails and Engage Your Leads
Lead engagement takes skill and practice to perfect. Many sales reps have a hard time getting a response from leads over email, even though they send hundreds every day....
October 3, 2016
Anatomy of the Challenger Sale: Why it Works
Adam Maude, a senior director at CEB, and Jessica Cash, head of sales and marketing solutions for new product development at CEB, were recent guests on our B2B Nation podcast....
September 27, 2016
Sales is a Transference of Belief
Kevin O’Malley, the vice president of marketing at SalesLoft, was a recent guest on our podcast, B2B Nation. In this episode, we discussed: Some of the biggest challeng...