B2B Sales for Reps Articles

  • Outbound Sales

    Building a More Sophisticated Strategy for Outbound Sales

    August 22, 2019

    With all the talk about shifting sales strategies, and the increased inbound emphasis inherent to modern selling, one might conclude that outbound is on the way out. But this is by no means the case. Outbound sales are still a vital component of almost any business development plan. These are the focused activities that create opportunities and drive them...

  • cold-calling-tips

    Cold Calling Experts Share Their Insights on Making It Work

    August 21, 2019

    The definition of cold calling has changed over the years. This practice used to involve ticking through a (generally unqualified) list of phone numbers and reaching out to total strangers; today, we call that a waste of time. In the modern era, a cold call to be any call or outreach that a prospect is not expecting from you.  Sometimes, that does mean getting...

  • Get Closer to the Buying Committee

    How to Get Closer to the Buying Committee

    August 20, 2019

    The typical B2B buying committee comprises 6.8 people on average. In the technology sector, buying teams can be even bigger, averaging 12 to 14 participants. Reaching each person on the buying committee with the right message adds a layer of complexity to closing deals. To provide salespeople with a deeper understanding of the inner workings of a buying...

  • Sales Enablement

    Why is Sales Enablement Growing in Importance? Experts...

    August 13, 2019

    Editor’s Note: This guest post was contributed by John Moore, Vice President, Bigtincan. Sales Enablement has been around since...

  • Game of Thrones Ending

    Game of Thrones: The Last Word on Endings

    August 1, 2019

    “If you think this has a happy ending, you haven’t been paying attention.” — Ramsay Bolton There’s a universal truth about endings. It...

  • Aligning B2B Prospecting Strategies with Pipeline Stages

    How To Align Your B2B Prospecting Strategy with Sales...

    July 18, 2019

    How many best practices, methodologies, or “groundbreaking” new sales approaches find their way into your feed each week? The world of...