B2B Sales for Reps Articles

  • State of Sales

    Announcing LinkedIn's 3rd Annual State of Sales Report 2018

    October 16, 2018

    As a sales professional, you’ve seen firsthand that sales is changing dramatically. Your buyers expect personalized experiences and can see through cold or impersonal outreach. You’re also navigating a more complex buying process that involves more people and distributed decision-making. Technology, and particularly sales automation, is bringing new levels of...

  • Salespeople as Micro Marketers

    Why Salespeople Must Become Micro Marketers

    October 9, 2018

    This guest post was contributed by Tony Hughes and originally appeared on the RSVPSelling blog.  Segmentation has always been important in business but it's essential when products and services drift toward commoditization. Don't fall into the trap of allowing low margin products to be sold by outdated and expensive direct sales models. Designing customer...

  • How to Teach a Millennial the Art of Selling

    How to Teach a Millennial the Art of Selling

    September 25, 2018

    Editor’s Note: This guest post was contributed by Sean Bisceglia, Operating Partner, Sterling Partner’s Education Opportunity Fund. We have all heard about how Millennials communicate. The new generation of digital natives tends to rely on text messaging with a vocabulary of shorthand — IDK, LOL, BTW. Anyone with kids knows the drill. They also use social media...

  • LinkedIn Sales Navigator

    How LinkedIn’s Sales Pros Use Sales Navigator for...

    September 17, 2018

    Time. The one thing sales professionals never have enough of. Yet it takes time to identify and engage prospective buyers. Do this...

  • Sales hasn’t changed – but what it takes to win has

    Sales Hasn’t Changed — But What It Takes to Win Has

    September 13, 2018

    Editor's Note: This post originally appeared on the LinkedIn Marketing and Sales EMEA Blog. B2B sales will always be a contact sport....

  • Top of desk view displaying a MIcrosoft Surface with teal keyboard, spiral notebooks, file folders, office supplies, and a plant.

    3 Secrets to Boost Your Sales Productivity

    August 23, 2018

    Editor’s Note: This guest post was contributed by Mike Schultz, President of RAIN Group. When I was first selling about 20 years ago,...