Matt Dixon, author of The Challenger Sale, and Steve Richard, co-founder of Vorsight explain why insight selling is the name of the game in B2B sales, and provide tips for converting your salespeople into challengers.
Many B2B sales managers and executives assume that things like customer relationship building and a solution sales-based strategy are the key to B2B sales success. Unfortunately, those people are mostly wrong.
Are customers really expecting salespeople to be trusted advisors? Get real. Sales executive, educator, and entrepreneur Jeff Hoffman highlights 10 underrated qualities that the best reps actually bring to the table.
Credible. Trustworthy. Consultative. These are the kinds of traits that those in sales are often asked to demonstrate. But are those the right attributes?
Does a 20+ year CIO industry veteran believe that a sales rep is truly “credible” in his or her world? Does anyone really expect a sales person (with little or no serious business understanding) to offer any meaningful insight? And be trustworthy? Are you kidding? Who trusts a salesperson?
The most influential sales leaders on the Web weigh in with B2B sales predictions you can’t afford to miss.
It’s a new year and that means it’s predictions time. We turned to the experts who made our Top 25 Sales Influencers for 2012 to ask them what trends will make the biggest waves this year. Will they wreak havoc on your business or will you be ahead of the game?
As the social media population continues to grow, opportunities to leverage social networks as prospecting tools are increasing, as well. But just how valuable is social prospecting, and will it ever make cold calling irrelevant?
For years, social media was mostly viewed as a consumer forum. Brands like Coca-Cola, Red Bull, and Disney dominated the social space, while B2B businesses stuck to traditional lead generation tactics like e-mail marketing, cold calling, and direct mail.
B2B sales and marketing strategist Bob Apollo provides his own surprising take on the sales vs. marketing debate and provides 3 steps to building a customer-centric sales funnel.
Change is the only true constant in business, but there is another thing that is unlikely to go away anytime soon: the debate between salespeople and marketers over who actually drives their company’s sales funnel.
Talk to a salesperson, and you’ll get one answer. Talk to a marketer, and you’re likely to get another.
Inside sales expert Mike Brooks explains why one short, simple question is the key you need to close more sales by opening the door to your buyer’s thinking and process.
Any top closer will tell you that the secret to closing sales is in getting your prospect to disclose to you whether or not they are going to be a sale and getting them to tell you what you must do or say to close the deal.
At the enterprise level, discounting SaaS contracts is expected, not optional. If you don’t price your product right, it could severely impact your bottom line.
In many industries, developing a pricing model is relatively straightforward. You might take your product, compare it to its closest competition, consider the unique value your version adds above and beyond that competition, and factor in potential demand. From there, you can often set your list price and stick to it.
If you were to poll every salesperson or lead generator you know and ask them how they feel about cold calling, you’re likely to get a fairly predictable response: It sucks.
The rejection, the monotony, the lack of response — it all feels so, well, cold. Aside from the sheer misery of the practice, however, sales expert and consultant Kendra Lee, founder and president of sales consultancy KLA Group, says cold calling is also a horribly inefficient and ineffective sales strategy.