B2B Sales for Reps Articles

  • Sales and Multithreading

    How a Select Few B2B Salespeople Consistently Gain an Advantage

    July 30, 2018

    Why do some B2B sales reps enjoy a 34% lift in win rate compared to other reps? Why do they fare even better when upselling and cross-selling, averaging 88% higher bookings and 14% shorter deal cycles? To help you realize a similar uptick in the personal sales metrics that matter, we’re going to let you in on their secret. To Substantially Reduce Risk, Broaden...

  • If you can help buyers solve this pain, you’ll be more likely to win their business.

    How to Be a Hero to Overwhelmed B2B Buyers

    July 24, 2018

    Before you lament the fact that today’s sales prospects dictate the buying process, consider this: a CEB study found that modern buyers are actually struggling to get through that process. With so much information at their fingertips and so many options to evaluate, many feel so overwhelmed that they suffer analysis paralysis. Perhaps that’s why one survey found...

  • B2B Sales Study

    New Study Reveals Key Opportunities to Strengthen Relationships with B2B Buyers

    July 23, 2018

    We can’t say enough about the importance of relationship building when it comes to selling in the modern world. While we will continue to promote proven ways to build stronger connections with today’s prospects, we always welcome others to join the chorus. It’s even better when they add a perspective grounded in data. That’s what ValueSelling Associates brings...

  • bye bye basic buzzwords

    Introducing “Bye Bye Basic,” a New Video Series about B2B...

    July 19, 2018

    On the surface, the #basic phenomenon that swept the US back in 2014 seemed to apply only to college girls in Ugg boots with Starbucks...

  • G2Crowd Sales Navigator

    Here’s What Users on G2 Crowd are Saying About Sales...

    July 11, 2018

    The people have spoken, and the verdict is in: LinkedIn Sales Navigator is an indispensable tool for digital sellers. This is...

  • Sales Lessons from Marge Simpson

    Avoid Sales Mistakes by Learning from Marge Simpson’s...

    July 9, 2018

    Nearly 30 years after its first episode aired, The Simpsons continues to churn out new material and audiences keep eating it up. “For...