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B2B Sales

Our B2B Sales articles include topics about lead nurturing, inside sales, field sales and modern b2b sales tactics.

We’re going to walk through a very systematic approach here called “The Five Whys,” which has been tweaked and redone in a few different contexts over the years. The basic idea is that there are five steps of a buyer journey that are triggers for your B2B outbound sales actions — we’re previously talked about...
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close-more-enterprise-deals
Simple question that’s often hard to answer: why do so many sales opportunities suddenly stall? And, on the flip side, how can you close more enterprise deals? The basic breakdown of the answer is a discussion about indirect sales. See, if you sell SaaS to Pro Users and small businesses, then oftentimes it’s a 1-to-1...
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Let’s say your product is a $25,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right? Even though you’ve outlined the sales and marketing speak, it’s still a very high wall for most of your leads and prospects to be climbing. If someone has just...
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b2b meeting
Let’s be honest — there are a lot of ways to mess up a B2B meeting. (Or even totally, yes, fuck it up.) There are millions of B2B salespeople globally (and the number is actually going up despite what we think tech did to B2B) and, let’s face it, not everyone is making quota. Not...
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Let’s start with one caveat up front about B2B sales: it’s a tremendously complex topic that people unfortunately often make more complicated, instead of simpler. Entire books have been written about B2B sales. Entire websites are devoted to the topic. This is one page on our website. It’s not going to cover every single aspect...
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Customers lie. Shouldn’t be breaking news, but sometimes we try to forget that. Even though the field of economics has long wanted us to believe in “rational actors,” the reality is that people lie, cheat, steal, are misguided, etc. It happens. You hope it’s not normative, but it happens. There’s a secondary issue too: a...
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Let’s start with a quick funny story. It’s not directly about sales, but we’re going to get there — don’t worry. I had a friend who was a consultant for a business that Microsoft (enterprise!) eventually bought. One of his client engagements was this: they flew him to Atlanta, and the client was a restaurant...
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There is a ton — a literal TON — of talk these days about automation. It’s the next great promise. The Fourth Industrial Revolution. All that. The New Yorker actually had an article last year saying automation would be like compressing the Industrial Revolution (the one you learned about in school) into the lifespan of...
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We’ve had “qualification calls” (or “discovery calls”) in sales almost as long as we’ve had phones. And still, most people seem to not understand the full breadth of how it actually works. It’s tricky — and you don’t want it to become a disqualification call. Here’s a new way to think about it.
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The sales process has lots of different handoffs in terms of responsibility for the prospect. Every time you do another handoff, there’s a chance that someone is going to drop the ball. (Sad but true.) One of the most fraught handoffs in sales is between SDR (sales development rep) and sales execution. It’s often a...
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