Infographic | Artificial Intelligence is the future of B2B sales

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...

How to sell to different types of decision makers

According to studies conducted in Neuroscience, we each make thousands of decisions a day. And the importance of these decisions varies enormously. Some are trivial: “should I wear a red tie or a black tie? “. Others are genuinely important: “should I hire this...

Sales Methods : The 4 essential principles of Jeffrey Gitomer

Little red book of sales: how the B2B seller can take a great leap forward! I first came across Jeffrey Gitomer, a friendly and atypical sales star, at a conference in Exeter a few years ago. The first book which I read of his is the famous “little black book of connections”, a...

5 rules to follow to optimize your customer reminders

According to a Hubspot study, 44% of sales reps abandon the attempt after the first reminder. However, 80% of sales require 5 reminders after the first meeting! You will, therefore, appreciate the strategic importance of the sales reminder in your selling process. So I am...
Posted By :

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 slogan “you sell value, not a price!”. This approach crusades against the received...

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 because a topic has become a bit over discussed, doesn’t mean that it isn’t important. ...
Posted By :

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 Marketing by 2020…Yet, Only 10% Are Currently Using It” Instead of fearing the...
Posted By :

Why Customer Service is the B2B Sales Rep’s Best Friend

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 customer service (or Customer Success) is just as important as having a high-performance...

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 then, they were behind-the-firewall installations such as Siebel, and the cloud really...
Posted By :

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 goodbye to new business. Considering the importance of sales pipelines, it would be...
Posted By :