7 top tips for improving your B2B sales productivity

7 top tips for improving your B2B sales productivity

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...

How to create the Perfect Lead Scoring Matrix in 5 simple steps

Terms like ‘lead scoring’, ‘net promoter score’ and ‘key performance indicators’ may seem daunting at first — but they are in fact very powerful in determining company success and equally: failure. To run smooth business operations, you need to persistently detect both. Whether...
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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. ...
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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...
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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 slogan “you sell value, not a price!”. This approach crusades against the received...

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...
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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 goodbye to new business. Considering the importance of sales pipelines, it would be...
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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 customer service (or Customer Success) is just as important as having a...

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 long-term ones. Sales Intelligence tools are a fantastic resource for developing your...

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 “by” solutions, and not the selling “of” solutions) is a sophisticated method...