Every day, we post on Sparklane’s blog articles dealing with sales and marketing topics. Those practical contents are written by our team of authors. Among them some well-known experts such as...

To say that the sales industry has changed is somewhat of an understatement. Before the rise of the Internet through to the 2020 horizon, the changes have been incredible and there is no end of...

Have you found sales prospecting seems to get harder and harder? You’re right, and sometimes it just doesn’t look as though things are going to get better! Are you looking for “best...

Every business today needs one essential piece of kit: a crystal ball. If you could predict the future, risk and waste would be avoided. You wouldn’t need to apply guesswork as to what your...

The complexification of B2B data It has not been hard to notice how the situation for marketers has become more complex of late. The context in which they exercise their profession has changed....

Terms like ‘lead scoring’, ‘net promoter score’ and ‘key performance indicators’ may seem daunting at first — but they are in fact very powerful in determining company success and equally:...

You will have undoubtedly heard of the digital transformation. Perhaps you have even already made the change in your company. But have your sales people really grasped how to make the most of it?...

What is a strategy? The Oxford English Dictionary defines it as, “A plan of action designed to achieve a long-term or overall aim“. For example, an “economic strategy” is...

Prospecting is the initial stage of any outbound sales process. It’s your job to recognise probable customers who have shown an interest in your products or services (prospects), before...

31For B2B companies, it makes perfect sense to shorten the sales cycle wherever possible. Sales processes cost valuable resource; The quicker you attract prospects and close deals, the more...

02One of the longstanding complaints from sales reps is the lack of quality leads. This problem was captured in the movie Glengarry Glen Ross when Jack Lemmon’s sales rep complains that “the...