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 sales cycles have slowed down over recent years. And when the sales cycle is slow, so...

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 pipeline, and you can at last get the sales growth and results you deserve. Mistake...

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 blurred. This is particularly evident in marketing and sales functions. In the past,...

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 States. What is this approach? It’s a new way of doing business, a new strategy for...

This situation should remind many sales and marketing managers of something: the end of the quarter is quickly approaching and you still have some way to go in terms of hitting your B2B sales targets… It is time to put what I call the “Disaster Contingency Sales Plan” in place,...

IBM’s latest developments to its Watson super-computer demonstrate year on year that Artificial Intelligence (AI) is set to play an increasingly dominant role in how our companies operate in coming years. From a business perspective, the question is no longer whether AI has a...

Following our article published last Tuesday (see first part), here are the rest of the 10 fool-proof sales techniques that will help you exceed your sales targets. 6 – Put your sales people into “closing mode” For a sales person, the “closing mode” consists of concentrating...

All companies — and all sales people — dream of closing their sales faster. Because the faster you conclude your sales, the larger the volume of deals handled, and the higher the turnover achieved! However, even at this time of digital technology and social selling, closing...

Is a complex sales method still useful? The question may seem surprising, even absurd. However, various anecdotes heard here and there would suggest that sales, and its methods, are just an additional activity. Apparently, you just need to click on LinkedIn and raise your SSI...

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 methods we’d previously examined. Although it’s critically important to take...