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B2B Sales

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

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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Welcome to some Halloween-themed posting. Your sales funnel might be a bad episode of The Walking Dead. Here’s why.
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Monitoring employees
We live in a sales world now where tech is deified. We all love us some CRMs, automation suites, AI advancements, etc. It’s seemingly all we write and talk about out there in the “thought leadership” ocean. But what if a lot of this is BS, and really the key is old-school monitoring employees and...
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Face-to-face communication
We all know the importance to face-to-face communication in sales (we’d hope), but just how important is it — and are sales teams starting to screw it up and miss quota? Here now: a brief investigation.
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Sales systems
What — and how many — sales systems are you using, and how much are you spending? How effective are they? These are important questions for any sales organization to be asking, but oftentimes these questions aren’t asked, or they’re asked with no benchmarks. That’s where we come in. Time for some sales systems statistics!
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