Couverture E-book : Accelerate your sales cycle

E-Book: How to accelerate your sales cycle ?

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...
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White Paper : Sales Intelligence & 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...
7 top tips for improving your B2B sales productivity

7 top tips for improving your B2B sales productivity

Combining the real and digital worlds to achieve success What are my suggestions for improved sales productivity? Last month’s article featured a compendium of advice taken from sales...

How to create the Perfect Lead Scoring Matrix in 5 simple steps

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:...
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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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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 Revolutionize...
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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...

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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5 Shocking Mistakes In Your Sales Methods

It doesn’t matter how brilliantly your marketing team pull in the qualified leads, or how exceptionally well your salespeople know your product…Without a solid sales process, you can kiss...
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Why Customer Service is the B2B Sales Rep’s Best Friend

30 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...