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B2B Sales

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

Relationship selling
In the broader pantheon of different sales models, two stand out: Relationship selling Value-based selling What are they, exactly, and what works best for SaaS-style or services companies?
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The “ladder” we talk about most with work is the career ladder. That’s no doubt important, but that ladder has become less and less relevant in recent years as people job-hop more to get better salaries, startups are founded all the time, etc. Now the “ladder” you want to focus on is within sales. A...
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Digital is great. We love it. Who doesn’t love some Google Ads and some email list segmentation and some social media usage? It’s a great way to reach people and research prospects. It’s awesome! But, the sheer fact is … you will never replace face-to-face interaction, especially in sales. We all know the “tea” on...
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Thought question: what is actually and truly the job of a sales guy? I will give you 5-10 seconds to think about it.
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We hold this truth to be self-evident: Most (OK, all) for-profit businesses want to make more money. If you price higher, you can do that. But oftentimes companies are reluctant to price higher, fearing customers will flee to a competitor. In what contexts could you consider pricing higher? We’re here for you.
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People sometimes ask us: Who is really worth listening to online about better enterprise selling (software, SaaS, IT services …) and more revenue from better sales processes? It gets asked enough that we decided to make a list. Here goes.
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What exactly is a sales process? And how individual is it? These are important questions that we often don’t address. We try to pin a sales process down to something that’s repeatable for dozens to hundreds of people, but that might be entirely impossible. Many sales processes are inherently individual. The salesperson has a specific...
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Dreaded concept for guys: The Friend Zone. You probably know the drill, but … you like a female. You think you guys could have a future together. She spends a lot of time with you and there’s sometimes even flirting. You are getting mixed signals. But if you keep hanging out dayside for a while,...
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2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance to sell like the big enterprise players. We don’t necessarily mean that SMBs will become $50B companies in the next year or two — they wouldn’t be SMBs anymore! — but you will keep seeing...
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Pop quiz, hot shot: do you know the four major types of selling? Surprisingly, many people who have been selling for decades don’t know this answer. Time for a little education.
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