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  • B2B Sales Prospecting

    Solving Backwards: An Underrated B2B Sales Prospecting Strategy

    February 20, 2018

    Many talk about the art and science of B2B sales. But what about the math? In arithmetic, you can solve a problem by beginning with the answer and applying operations in reverse to find the starting number. Your sales team can do the same when it comes to sales prospecting, working backward from your solution to find people whose problems it can solve. Here’s a...

  • Sales Leader Giving Analytical Presentation

    5 Traits That Separate the Best Sales Managers

    February 19, 2018

    As the selling profession continues to evolve, so too must its leaders. It has never been more important for companies to hire the right sales managers, because these are the individuals who will guide your sales strategy and personnel into a future ruled by digital interactions, increased collaboration, and game-changing technology. Most of us are familiar with...

  • Trending This Week: Tweak These Social Selling Tactics for More Success in 2018

    February 16, 2018

    One of CustomerThink’s top predictions for 2018 was that social selling would become just “selling.” “What we’ll see more of,” wrote Vanessa DiMauro, “is sales pros ratcheting up responsiveness by using their powers to connect people to people and people to data.” That’s happening before our eyes, without a doubt. For B2B organizations, adopting social selling...

  • Two new contacts introducing themselves

    Get Introduced to Your Sales Prospects in 4 Simple Steps

    February 15, 2018

    You’ve researched all there is to know about the account, including the name of the contact to connect with first. Now, it’s time to...

  • Valentine's Day Candy

    4 Tips to Get Buyers to Fall in Love with You this...

    February 14, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President, RAIN Group. While Valentine’s Day is typically centered...

  • How to Position Your Sales Team to Win in an On-Demand...

    February 13, 2018

    There’s an unmistakable pattern in business these days. It is so pervasive it has a nickname, based on one of the game-changers that...