How’s your pipeline? As you already know, generating high-quality leads is among your top concerns and, sometimes, toughest challenge in B2B sales. And, more than likely, you’re aware of the importance of creating content and building relationships with your customers. But if your results have been sluggish lately, take...

Read more

Creating webinars is a powerful way to stay ahead of the competition in B2B sales. Multiple studies have proven that webinars are effective and more companies than ever are incorporating them into their marketing campaigns. According to a survey from Demand Gen Report, 62 percent of US B2B marketers...

Read more

More than likely, you’re already familiar with most of the business-as-usual B2B sales strategies. Now it’s time to incorporate new digital strategies if you want to keep up with and surpass the competition. Sometimes change is tough; people like using the tactics they are comfortable with. However, with the...

Read more

Are you prepared for the shift from physical to digital in the B2B sales industry? According to a recent Bain & Company survey, only 12 percent of large technology or industrial companies are. Buying and selling cycles are becoming separate entities due to the large amount of information available...

Read more

It’s no surprise that each day more and more consumers of all ages are heading to the Internet to do their shopping. It’s no wonder that B2B buyers are going there too. Actually, 94 percent of B2B buyers are making their purchase decisions after doing research online, according to...

Read more
By: Brad Seaman On: April 21, 2016 In: Sales Process, Sales Training, Sales Training Tips Comments: 0

With technology upending the B2B sales industry, it’s apparent that the one trait all sales reps need is the ability to adapt. Prospective customers have gone rogue for the most part — eliminating the need for a sales rep throughout the majority of the sales process. As a survey...

Read more

Getting employees to adapt to change always has been a challenge for team leaders and managers. As Harvard Business Review points out, it’s human nature to resist change — with reasons ranging from feelings of inadequacy and uncertainty to loss of control. However, in the sales industry, failure to...

Read more

Although it obviously has six letters, “change” has a reputation of being a four-letter word in most workplaces. You mention changes to your team in a group huddle, more than likely you’ll see expressions ranging from trepidation to outright rejection. You mention changes to your team in a group...

Read more

With the emergence of so many changes in technology and consumer behavior, the traditional sales model of cold calling surely must be dead. Right? Not necessarily. Approaching prospects at the right time in their buyer’s journey could provide you with an advantage over your competitors. Step one in this...

Read more

Teamwork is one of those terms thrown around frequently in the business industry. We all know it’s important, but how much are we practicing it? And why should we? More successful outcomes should be a good reason for exploring teamwork, according to the Management Study Guide. Research, MSG experts...

Read more