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B2b Sales

The Evolution of Software Sales

Danny Wong | Posted 09.06.2016 | Business
Danny Wong

Image by KylaBorg via Flickr As rapidly as software has evolved over the past several decades, the processes and tools designed to get it in the hand...

4 Uncommon Strategies Sales Reps Can Employ For Strategic Prospecting

Danny Wong | Posted 09.01.2016 | Business
Danny Wong

It's a great time to be in B2B sales; you have access to an ever-expanding pool of potential customers, there are more sophisticated tools for reaching prospects too, and you have the ability to engage clients in new and unique ways thanks to social media, search engines and other digital strategies.

5 Common Branding Mistakes That Could Cost You B2B Sales (And What To Do About Them)

AJ Agrawal | Posted 08.04.2016 | Business
AJ Agrawal

Branding is what speaks to your target audience. It’s what defines your company in the eyes of everyone watching and helps you to grow your company ...

How to Equip Your Resellers to Sell Like Rockstars

James Carbary | Posted 05.17.2016 | Business
James Carbary

The B2B customer has changed. Whether they buy software or a new desk, for themselves or their business, they don't do it the same as five or ten years ago. Some people might even say they're not doing it the same way as a year ago, which is exciting but also scary if you're on the sales end. People are constantly evolving the way they execute purchases.

3 Simple Ways To Double Your Customer Referrals

James Carbary | Posted 03.14.2016 | Business
James Carbary

It's easy to overlook your current customers as sources of new business. But you don't want to make that mistake. You need referrals. There's no wa...

5 Tactics to Help Your Team Sell From the 'Why'

James Carbary | Posted 03.14.2016 | Business
James Carbary

What if there was a way to empower your sales team to communicate from a place of passion and excitement even after a streak of hearing no? What if they could communicate powerfully to clients about your product or service and hear yes more often?

6 Lessons Learned From Sending Over 50,000 Cold Emails

James Carbary | Posted 02.24.2016 | Business
James Carbary

Cold emails . . . most people quiver at the thought of them. The practice has a bad rap from the grandfathered frustration of receiving cold calls in...

4 B2B Sales Secrets to Winning Over Skeptical Prospects

James Carbary | Posted 02.22.2016 | Business
James Carbary

If you're a business owner, you've heard this from a B2B salesperson: "How much are you spending? What?! No, no, no, it's ludicrous to pay that much....

A 4-Part System to Mastering the Complex Sale

James Carbary | Posted 02.22.2016 | Business
James Carbary

Every sales process has underlying assumptions. Your sales team must assume the customer either understands their own problems fully, partially, or n...

The Five Biggest Surprises That Can Kill a Quarter

K. V. Rao | Posted 12.02.2015 | Technology
K. V. Rao

Watch a National Football League game on any given Sunday (or Thursday or Monday night) and you're bound to see it: A quarterback is looking down fiel...

From Willy Loman to Iron Man: The Evolution of a Salesman

K. V. Rao | Posted 11.06.2015 | Technology
K. V. Rao

From Death of a Salesman to Boiler Room to The Wolf of Wall Street, Hollywood has never been especially kind to salespeople, usually depicting them as desperate, dishonest or both. The reality, of course, is that sales professionals are like everyone else.

3 Common Misconceptions About Social Selling for B2B

Ian Altman | Posted 09.14.2014 | Business
Ian Altman

Let's face it, none of this is new. It's the way we have always communicated. It's just that we now have new tools.

Why Insight Is Urgent for Today's Sales Team

Penny Herscher | Posted 08.14.2013 | Business
Penny Herscher

The insight gap is challenging many sales teams today but strong enterprise sales leaders are investing in the knowledge and systems for their sales teams to bridge the gap.

Sales -- Moving Beyond LinkedIn

Anne Zink | Posted 12.15.2012 | Business
Anne Zink

LinkedIn is a fabulous tool. But it is important to understand that there is a difference between your professional network and the Opportunity Network of the sale you are pursuing. Ideally, there is overlap, but they should be viewed as two separate entities.

Is It Fair to Write Proposals (RFPs) for Your Customers?

John Fox | Posted 01.08.2012 | Business
John Fox

Murphy's Law is still law. Something's bound to go wrong and when it does, you better have a relationship with the guy who sold it to you so he can make it right.