If B2B sales actually involved selling to a business, as the name implies, it would probably be a lot easier. Businesses are driven solely by logical, rational, bottom-line motivators. Their only objective is to make money and grow. If we were actually selling to a business — a faceless entity embodied by a brand — all we’d need to do is lay out a convincing...
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- Topics:
- Sales Trends
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Editor’s Note: This guest post was contributed by Adele Revella, CEO, the Buyer Persona Institute. You'd be shocked at the companies that send salespeople who read from a brochure. Their solution is the best, but the presentation is the worst — they don’t understand us and can’t answer our questions. That’s the biggest reason we decide against them. Are you...
- Topics:
- Sales Management
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Percolate is a New York City-based provider of enterprise content marketing platform. With LinkedIn Sales Navigator, the company sees 83% of its closed revenue influenced by Sales Navigator. And its sales team sees a 15% higher win-rate for Sales Navigator-sourced opportunities. Read on for the full story. Challenge As the provider of an enterprise content...
- Topics:
- Sales Navigator Customer Stories
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Editor's Note: This guest post was authored by Julie Thomas, CEO of ValueSelling Associates. Too often salespeople interact with...
- Topics:
- Sales Strategy
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There’s a giant stack of papers on your desk. Each one contains a different contact for outreach. With a seething sense of dread, you...
- Topics:
- Sales Prospecting
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Where are modern sellers getting it wrong on social media? How can we adjust our approaches for greater success? A recent report from...
- Topics:
- Sales Trends