Sales Trends Articles

  • One Man Helping Another on Hike

    This Week’s Big Deal: The Modern Seller’s Creed

    November 9, 2018

    Oprah Winfrey once said, “Helping others is the way we help ourselves.” Her assertion is backed by science and has become a guiding principle for modern selling. We touched on this trend in a post last week about navigating at-risk customer relationships: Today’s buyers prefer interacting with salespeople who listen to their needs and provide them with relevant...

  • Two Business Partners Shaking Hands

    This Week’s Big Deal: Lend Your Channel Partners a Helping Hand

    November 2, 2018

    Today it’s becoming more common to see vendors partner up with other companies in their sales efforts. Why wouldn’t they? Anyone who isn’t your competitor can be your ally, and we can all use more of those in this big digital world. Our own allies on the LinkedIn Marketing side recently held a Partner Connect event to bolster their budding partner ecosystem, and...

  • The Big Deal

    This Week’s Big Deal: From Funnel to Ecosystem

    October 26, 2018

    If you’ve been a regular reader of our “trending in sales” posts on this blog each Friday, first of all, thank you! It’s been a pleasure to round up the most compelling stories in the world of B2B sales and highlight them for our insight-hungry audience. Going forward, the series will continue in this spirit, but with a slightly altered format: Rather than...

  • Trending this Week: The Attention Span of the B2B Buyer

    October 19, 2018

    Remember that now debunked research claiming that humans have shorter attention spans than goldfish? Can you believe that we bought...

  • Sales Pro Contemplates Success

    Trending this Week: The Pursuit of Confidence

    October 5, 2018

    Your confidence has been shaken. You didn’t meet your quota. You were passed over for a big promotion. A promising prospect blew you...

  • Trending This Week: Mastering the Other Universal Language

    September 28, 2018

    Most sales pros take great pride in being able to listen to the unspoken and decode the meaning of gestures such as crossed arms, a...