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...

5 essential questions to choose your Sales Intelligence solution

Acquiring a Sales Intelligence solution is a relevant investment for your company, especially if you hope to generate even more and better quality leads, and convert prospective customers into...

Solution Selling : A Sales Method For The Digital Era

Solution Selling is a complex sales method notably used in the high-tech world and that is very dear to me. It has even paced my work of the past 10 years. Solution Selling (as in selling...

Linkedin is Necessary but not Sufficient!

We love Linkedin Back in Geometry, one of the statements we’d use was “necessary but not sufficient”.  It was a condition required for a statement to be true, but it was not the only condition...
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Sales methods: mastering closing with the Selling Fox method

Let’s continue our analysis of the main complex selling methods, and their relevance in the digital world, by looking at the method created by the splendid Jim Holden, CEO of the Holden...