White paper | How sales intelligence is transforming b2b sales

White paper: How sales intelligence is transforming B2B sales

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...
Blog Book | How to boost your sales prospection

Blog Book: How to boost your sales prospection ?

If you’ve already come on our blog, you might know that we post everyday some articles dealing with sales and marketing topics. Such content, written by our team of contributors (bloggers,...

Sales Methods : The 4 essential principles of Jeffrey Gitomer

Little red book of sales: how the B2B seller can take a great leap forward! I first came across Jeffrey Gitomer, a friendly and atypical sales star, at a conference in Exeter a few years ago. The...

5 rules to follow to optimize your customer reminders

According to a Hubspot study, 44% of sales reps abandon the attempt after the first reminder. However, 80% of sales require 5 reminders after the first meeting! You will, therefore, appreciate...
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Know Firmographics? The Best B2B Experts Do!

In a data-driven era, success in business is largely the result of thorough market research — research conducted to know 1) why you’re selling your product or service and 2) who you’re directing...
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Value-Added Selling : How do you bring the customer added value?

Let’s continue our tour of sales methods in B2B with  Tom Reilly’s Value-Added Selling. This American speaker and train developed an approach to sales in the 1980s which can be summarised in the...

How to define Your Ideal Customer Profile

Just the other day, somebody said to me, “ABM has become a cliché.”  I agreed but then noted that while it may be a cliché, I regularly discuss the topic and will continue to do so.  Simply...
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The 5 Forces Of Artificial Intelligence In B2B Sales

There’s no escaping it…Artificial Intelligence (AI) is the future, and the future is now. Well, almost…   “80% Of Marketing Executives Predict Artificial Intelligence Will...
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Why Customer Service is the B2B Sales Rep’s Best Friend

Everyone knows, when it comes to sales, that capitalising on an existing customer is a lot more profitable than starting with making a new conquest. So for a business today, having effective...

Email: How to optimize your opening rates!

Last month we wrote an article on “10 helpful tips for improving the click rate”. So we’re not going to do the same thing for opening rates (well, not really!). Just for once, let’s start with...

Sales Intelligence for CRMs

When sales intelligence solutions were first launched twenty year ago, they operated as stand-alone web browser services.  While Customer Relationship Management platforms (CRMs) existed back...
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