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 Sales Intelligence helps your prospecting

How Sales Intelligence helps your prospecting

Have you found sales prospecting seems to get harder and harder? You’re right, and sometimes it just doesn’t look as though things are going to get better! Are you looking for “best practices” to facilitate business lead generation without having to do more...
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How to make the most of the Digital Transformation for your Sales People

You will have undoubtedly heard of the digital transformation. Perhaps you have even already made the change in your company. But have your sales people really grasped how to make the most of it? And, above all, are they trained to do so? What do we mean by the digital...
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Strategic Selling : the seller’s B2B battle plan

What is a strategy? The Oxford English Dictionary defines it as, “A plan of action designed to achieve a long-term or overall aim“. For example, an “economic strategy” is when a government implements measures to increase demand or production in a country....

Personalise Your B2B Prospecting : 3 Methods To Use Right Now

Prospecting is the initial stage of any outbound sales process. It’s your job to recognise probable customers who have shown an interest in your products or services (prospects), before delivering an array of highly-targeted communications to further attract, convince and convert...
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sam-hurley

How To Accelerate Your Sales Cycle In 5 Swift Steps

For B2B companies, it makes perfect sense to shorten the sales cycle wherever possible. Sales processes cost valuable resource; The quicker you attract prospects and close deals, the more efficient and profitable your business becomes. Without the use of streamlining techniques,...
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The Leads Are Weak!

The Leads Are Weak!

02One of the longstanding complaints from sales reps is the lack of quality leads. This problem was captured in the movie Glengarry Glen Ross when Jack Lemmon’s sales rep complains that “the leads are weak” only to be told by Alec Baldwin’s sales consultant, “you’re weak.”...
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The-Top-6-B2B-complex-sales-methods

The Top 6 B2B complex sales methods

How you can combine best practices… and see your sales targets skyrocket Over a six-month period, I wrote six articles on the best sales methods I know. Producing this overview was a real voyage of discovery into complex sales methods and how they can be adapted to...

How can Sales Intelligence enhance the B2B salesperson ?

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...
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