Sales Trends Articles

  • Executives Not Returning Your Calls? Develop a Sales Roadmap to Change That

    Executives Not Returning Your Calls? Develop a Sales Roadmap to Change That

    September 12, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Sales professionals devote time to understanding a target company’s strategic roadmap to determine where their solutions might fit in. Unfortunately, these same professionals don’t always give equal consideration to their own strategies for getting in the door to talk...

  • B2B Lead Gen

    This Week’s Big Deal: Generating B2B Leads Naturally

    September 6, 2019

    What is a normal experience on social media like for you?  I’m not talking about using it for business — I’m talking about a simple leisurely scroll. But the ultimate point I’ll make is that maybe there shouldn’t be much of a difference. When I hop onto LinkedIn or another social media network, my usual routine is to check out the feed, press “Like” on a few...

  • A Closer Look at Sales Enablement Trends in 2019

    September 2, 2019

    With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts.  A quarterback wouldn’t be too effective with no receivers to throw to. A running back is going nowhere without a line to run behind. And the entire defense would be lost without a coordinator and coaching staff in place to scout opponents, draw up schemes,...

  • This Week’s Big Deal: Tailoring Your Sales Approach for 2...

    August 26, 2019

    In sales, and in life, there are no one-size-fits-all solutions. This is where “best practices” tend to miss the mark — they might be...

  • This Week’s Big Deal: A Unified Sales and Marketing Front

    August 19, 2019

    Last week, the first-ever B2B Sales and Marketing Exchange took place in Boston, converging leaders and innovators from a variety of...

  • Happy Professional Using Social Media on Laptop

    This Week’s Big Deal: Selling on Social Media in 2019

    August 12, 2019

    According to the latest data, around 3.5 billion people are now social media users. That’s nearly half the global population. If you...