Alex Rynne

Posts by Alex Rynne

  • Tales of Sales: How Millennials Are Transforming Sales

    Tales of Sales: How Millennials Are Transforming Sales

    November 6, 2019

    With all the talk about selling to millennials, and how the interpersonal dynamics are changing as salespeople engage with this rising generation of buyers, there is probably not enough attention being paid to the ways millennials are transforming sales teams themselves.  It’s true millennials are coming to account for a larger portion of the B2B buying...

  •  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...

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

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

    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 Forrester, Current Malpractice Handicaps Social Selling's Potential, offers data-driven insight on this critical focus. Sellers Are Getting Results on Social Media “Traditional sales tactics no longer work because desensitized...

  • Customers

    B2B Prospecting Tips to Make You an Essential Partner for...

    September 5, 2019

    Trust is the top indicator of sales success. In fact, 51% of decision makers say trust is the most important factor they look for in a...

  • This Week’s Big Deal: A Unified Sales and Marketing Front

    August 19, 2019

    Last week, the first-ever B2B Sales and Marketing Exchange took place in Boston, converging leaders and innovators from a variety of...

  • This Week’s Big Deal: Engaging Buyers Earlier in Their Journeys

    This Week’s Big Deal: Engaging Buyers Earlier in Their...

    July 15, 2019

    The new conventional wisdom tells us buyers don’t want to engage with B2B salespeople until late in their purchase journeys....