B2B Sales for Reps Articles

  • Forget about Going Lower to Capture Frugal Buyers

    Forget about Going Lower to Capture Frugal Buyers

    June 25, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Another quarter or maybe fiscal year is coming to an end, and if your numbers are lower than expected, you may feel pressured to offer reduced pricing to reach your quota. Before turning up the discount dial, consider alternatives for turning prospects into buyers —...

  • Millennials Transforming Sales

    We Asked 9 Sales Experts About How Millennials Are Transforming Sales

    June 13, 2019

    As the ranks of buyers and sellers are increasingly made up of Millennials, this age group is transforming the buying and selling process. That’s a key conclusion of the most recent LinkedIn State of Sales report, a global survey of thousands of salespeople and decision makers. The U.S. version of the State of Sales Report found that Millennials (ages 21-38)...

  • B2B sales

    “An Educated Consumer is Our Best Customer”: True in Menswear, True in B2B Sales

    June 11, 2019

    Editor's Note: This post was contributed by Ed Calnan, Founder and President at Seismic. Growing up on the North Shore of Massachusetts, I bought my first suit at an outpost of the value clothing chain, Syms. More accurately, my dad bought me my first suit there before my first job interview. I know I’m not alone in shopping there for my first suit, as I was...

  • Man working in office

    How to Develop an Action Plan for Sales Success

    June 4, 2019

    Editor’s Note: This guest post was contributed by Mike Schultz, President, RAIN Group. “Setting a goal is not the main thing. It is...

  • The Buying Committee is Real

    This Week’s Big Deal: Selling to Larger Buying Committees

    June 3, 2019

    Here’s a scenario I’m guessing most B2B salespeople can (painfully) relate to: You’ve done everything right. You identified a key...

  • LinkedIn Water Cooler

    The Water Cooler: What the Next Generation of Millennial...

    May 30, 2019

    LinkedIn is the digital water cooler for businesses around the world. There are 630 million members on LinkedIn, and they are reading...