Your source for sales strategy and social selling tips

  • A Salesperson and a Marketer in Alignment Share a Fist Bump

    Sales Leaders: Avoid These 7 Marketing Collaboration Mistakes

    February 27, 2017

    The modern sales leader’s success hinges on marketing more than ever, as a majority of self-empowered B2B buyers conduct a significant portion of their research online. Prospects hold sales at bay until they are quite far along in their process, instead relying on content to guide them. Simply put, these buyers are often more influenced by marketing than sales...

  • Close-up of a Skeptical Businesswoman

    Trending This Week: The Upside of Skepticism

    February 24, 2017

    Selling has always been service-based. We aim to make sales, but we also aim to please. Satisfying customers is part of the job. So it’s understandable why sales pros would be reluctant to question a prospect’s intentions. After all, you work hard to convert sales prospects from being uninterested to entering your pipeline. And that same pipeline is your only...

  • Business People with Thumbs Up on White Background

    How Sales Pros Can Win Over 7 Key Decision Makers in a B2B Purchase

    February 23, 2017

    The saying “there is power in numbers” is an apt way to describe the state of B2B sales. The fact is, it’s no longer a winning strategy for sales professionals to identify and court a single decision maker when it comes to major purchases.  CEB has analyzed data from thousands of B2B marketers, sellers, and buyers around the world to discover what sets...

  • Flying Objects in a Chaotic Office

    How American Express Effectively Sells in a Complex B2B...

    February 22, 2017

    Trusted relationships have long formed the foundation of successful sales transactions. But nuanced shifts in the B2B purchase process...

  • mastering-the-consensus-sale

    LinkedIn’s Definitive Kit: Mastering the Consensus Sale

    February 21, 2017

    Long gone are the days when B2B sales pros could rely on a relationship with a solo decision maker to close deals on large corporate...

  • relationships-matter-more-than-ever-before

    Relationships Matter Even More Than You Realize

    February 20, 2017

    We all know that establishing and maintaining relationships is a key part of sales, whether you are focused on developing new business...