Effective B2B selling requires more research and planning than traditional B2C selling. Typically, the sales cycle is longer and you frequently face the challenge of interacting with multiple stakeholders at the company until getting to a final decision maker. But, it’s also some of the most rewarding sales work one can do. Particularly when
Sales Development is your most important department in sales. Believe me? Take a quick glance at the Account Executives on your team that never hit quota. It’s probably because they don’t have the prospecting skills that SDRs excel at. Thankfully, you can get ahead of the curve by hiring great SDRs that can grow
The rapid dissemination of information has led to the highest informed customers in history, which has raised the customer’s level of expectation they have from each business. In order to present yourself as a customer-centric organization, you must understand that great customer service and support are no longer only provided within normal business hours.
“60% of the time, it works every time” — Brain Fantana That is one of my favorite statistical quotes. That said, it was the British prime minister Benjamin Disraeli who is famously credited with the phrase: “There are three kinds of lies: lies, damned lies, and statistics”, but the expression has been around almost as long as
Is your sales approach evolving to keep up with the way B2B prospects are buying? They prefer a consultative approach that allows them to learn, not a pitch or gimmick. I’ve been going to, or conducting sales trainings for over twenty-five years. I still love hearing sales stories about sales people who are “doing
If you aren't talking to your employees and customers someone else is!
