Social Selling : a new approach to B2B sales

89% of B2B buyers conduct research on the internet before making a purchase. As buyers are increasingly well informed, there needs to be a change in the approach from the sales person. The emergence of the first social networks offered sales people the opportunity to get to know...

How do you take into account the new journey of the B2B buyer?

The behaviour of B2B buyers is increasingly influenced by the internet and social networks. Suppliers have to take this into account in their marketing and sales strategies. A recent LinkedIn survey gives them a few ideas. Digital provides B2B buyers with new weapons, making...
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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 International sales consultancy (that he founded in 1979) and author of the book The Selling...

10 Growth Hacking Tactics for B2B

With the exponential development of the start-up economy, Growth Hacking has been generating more and more buzz in the marketing world over the past few years. The term “Growth Hacking” first appeared in the United States in 2010, in Silicon Valley. Its creator is considered to...

7 Awesome Demand Generation Secrets For Loyalty and Sales

Generating loyal demand and sales for your business is top priority. Without brand love and the subsequent revenue, your business will fail. It’s as simple as that. To ensure your success in business, I’m going to reveal seven awesome demand generation secrets you can begin to...
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Sales methods: SPIN Selling in the digital age

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...

How to close deals faster with 4 simple sales techniques

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...
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Calculating ROI for Sales Intelligence

The 2016 Sales Performance Optimization Study by CSO Insights found that only 57.1% of B2B sales reps made quota last year. You might think that number is understated, but the rate was only 58.1% in 2014 and 58.2% in 2015. What’s more, B2B sales teams only achieved 82.7% of plan...
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Infographic | How is the B2B Customer evolving ? What is the impact for the Sales reps?

It’s no secret that the B2B customer has changed considerably over the past ten years. Much more than over the previous century. The modern customer likes all things digital, is permanently connected on the social networks, and uses their mobile a lot to look for information and...

Why budget for Sales Intelligence in 2017?

As you plan for fiscal 2017, I’d like to make the case for transforming your sales and marketing processes with sales intelligence tools. These products provide a strategic advantage to your sales and marketing teams which helps them outsell your competition at prospects and...
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