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....

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...

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...

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...

Leads continue to be a bone of contention between sales and marketing with sales reps feeling that most leads aren’t worthy of the name.  B2B sales reps are notorious for ignoring or cherry-picking leads, particularly if they believe that marketing has placed lead quantity above...

The never-ending rivalry between marketing and sales departments dies hard. But this entrenched battle is meaningless in the age of omnichannel and social selling. With a few best practices, peace in our time is achievable. Some see it as a sort of Hundred Years’ War....

Maybe you’ve heard people talking about a business requirements analysis plan. You may have heard them say it’s one of the necessary stages in a successful sale. But do you really know how to use it (in all its various forms)? Let’s break down the three key...

A critical assessment of unexpressed needs, a 4-phase cycle moving from prospecting to relationship maturity, the effective anticipation of weak signals of discontent, and so on… In B2B, client loyalty is so strategic that it is the subject of a wealth of literature describing...

The key to generating higher turnover and developing a company is an effective sales process. But how do you become more effective? What parameters should you know? A very comprehensive infographic, recently published by Kissmetrics, details the levers necessary to optimise B2B...

We’ve already talked to you on this blog about the famous Forrester report, “ Death of a B2B Salesman ”, which announces that no fewer than 1 million B2B salespeople will lose their jobs in the United States by 2020. This anticipated decrease in B2B salespeople, who are predicted...