Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women
Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which...
[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)
If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"
9 B2B Sales Closing Techniques You Can Use Today
Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
Social Selling is Just ... Selling: A Contemporary Guide
The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year,...
How to use Intent Data (Without Creeping Out Your Prospect)
“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”
5 Cold Email Plays for Account-Based Sales
Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses:...
How to Use the Tech Stack for Competitive Intelligence
Intent and Opportunity data are hallmarks of sales intelligence, and they’re not part of a standard, raw data offering. Intent data is an interpretation of implied pain points, and it provides a stark advantage against a competitor: timing.
How to Prospect at Trade Shows: The Ultimate 10-Step Checklist
Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and...
A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck
Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.