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  •  This Week’s Big Deal: Selling to People, Not Businesses

    This Week’s Big Deal: Selling to People, Not Businesses

    October 14, 2019

    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...

  • B2B Buyers on Quality vs. Price

    B2B Buyers Say Quality of Sales Interactions Matters More than Price

    October 10, 2019

    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...

  • LinkedIn Sales Navigator Success Story

    Percolate Achieves Prospecting Precision with Help from Sales Navigator

    October 9, 2019

    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...

  • Create a Reason for Your Customers to Stay

    October 8, 2019

    Editor's Note: This guest post was authored by Julie Thomas, CEO of ValueSelling Associates.  Too often salespeople interact with...

  • Salesperson Talking to Buying Committee

    This Week’s Big Deal: Account-Based Selling

    October 7, 2019

    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...

  • Selling vs. Engaging: Forrester Shines a Light on Social Media for B2B Sales

    Selling vs. Engaging: Forrester Shines a Light on Social...

    October 3, 2019

    Where are modern sellers getting it wrong on social media? How can we adjust our approaches for greater success? A recent report from...