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...
Posts by Alex Rynne
- Video for Sales
Alex Rynne 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...
Alex Rynne 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...
Alex Rynne 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...
- Sales Prospecting
Alex Rynne 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...
The new conventional wisdom tells us buyers don’t want to engage with B2B salespeople until late in their purchase journeys....