Sales Trends Articles

  • Big Deal

    What’s The Big Deal? It Might Be More Than You Think...

    January 17, 2019

    How do you define the value of a newsworthy big deal? If your answer stops at a dollar sign, think again. Really big deals are defined and driven by the business value we bring to the customer, not the revenue we gain. It could be about helping a customer cut costs by consolidating complex, antiquated, or redundant systems, which in turn leads to better security...

  • The Science of B2B Sales Management

    This Week’s Big Deal: Questioning Sales Management Assumptions

    January 14, 2019

    “Sales is not an art; it is a science.” This comes from Cognism CEO James Isilay in his write-up on The Science of B2B Sales, published last week at MyCustomer. I wouldn’t entirely agree with his premise. To me, there is an essential element of art (“the expression or application of human creative skill and imagination”) to any strong sales approach. But Isilay’...

  • Hiking

    This Week’s Big Deal: Overcoming the Biggest B2B Sales Challenges of 2019

    January 7, 2019

    What are the biggest challenges and obstacles confronting B2B salespeople as we head into the new year? Obviously, the answers will vary based on company, industry, and context. But, there are a number of common pain points faced by those in the profession. Recently, Venture Accelerator Partners asked several pros in the field about the greatest challenges they...

  • Spruce Up Your Sales with 12 Days of Content

    Unwrap a Generous Helping of Sales Content for the Holidays

    December 24, 2018

    Here at LinkedIn, we’re celebrating the holidays by bringing you 12 days of awesome sales content. Today, we're wrapping up (pun...

  • Spruce up your sales with 12 days of content

    Work Smarter by Following These 50 B2B Sales Experts on...

    December 12, 2018

    Here at LinkedIn, we’re celebrating the holidays by bringing you 12 days of awesome sales content. On Day 3, we're pointing you to 50...

  • This Week’s Big Deal: A Look at Keenan’s Latest Book, Gap...

    December 7, 2018

    There is a gap between our current situation and our desired state. This is true for me, it's true for you, and it's true for every...