Strategic Selling : the seller’s B2B battle plan

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...

Personalize Your B2B Prospecting : 3 Methods To Use Right Now

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...
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sam-hurley

How To Accelerate Your Sales Cycle In 5 Swift Steps

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...
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The Leads Are Weak!

The Leads Are Weak!

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...
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The-Top-6-B2B-complex-sales-methods

The Top 6 B2B complex sales methods

How you can combine best practices… and see your sales targets skyrocket Over a six-month period, I wrote six articles on the best sales methods I know. Producing this overview was a real...

How can Sales Intelligence enhance the B2B salesperson ?

Converting a lead into a customer is a long, slow, complex process – especially in the B2B sector. Perhaps that sounds familiar to you? According to B2B Magazine, 43% of B2B marketers say their...
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3 mistakes that kill your B2B sales ! - Sparklane

3 Mistakes that kill your B2B Sales!

Do you want to sell more, faster, and make your sales more profitable? If so, you need to know about three major mistakes most salespeople and companies make! Identify the leaks in your sales...
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How Sales Intelligence can inform and empower Sales

Big Data is having increasing influence on how companies do business. Perhaps unsurprisingly, the mass of data has led to some roles being changed and the clear lines of responsibility being...

[Infographic] Increase your revenue with Account-Based Sales Development!

In a simple and educational way, an infographic on the blog of American company Sales Loft presents Account-Based Sales Development, a new commercial approach that is fashionable in the United...