[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.
September 12, 2017
Outbound
6 min read

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:
August 16, 2017
Email
5 min read

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

The study found an interesting correlation between the buyers’ perception of salespeople and their risk aversion: Those buyers in departments that do have a positive opinion of salespeople are more willing to take a chance.
August 11, 2017
Outbound
4 min read

4 Intelligence Styles of Successful Sales Professionals

It is essential that salespeople adapt quickly to working with machines. Salespeople can no longer afford to claim that they are “not computer savvy.” If you don’t get tech savvy - and quickly -, you will be left behind, and out of a job.
July 27, 2017
Guest Blog
4 min read

[STUDY: PART 3] What Buyers Want from Salespeople

The survey shows 40% of study participants prefer a salesperson who listens, understands, then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable.
July 25, 2017
Outbound
10 min read

8 TED Talks All Salespeople Should Watch

We love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. We’ve come across 8 TED talks that can do just that.
July 18, 2017
Account-Based Marketing
4 min read

[PART 2] What Buyers Want: The B2B Vendor Advantage

Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants prefer the best-known brand with the highest functionality and cost.
July 13, 2017
Research Reports
6 min read

[STUDY] What Do B2B Buyers Want?

A B2B buyers' higher negative rating of salespeople is inversely related to a department’s tolerance for risk; for example, IT buyers rated 37% of all salespeople as poor - higher than any other department - while their risk tolerance was a low 5 out of 10.
July 11, 2017
Research Reports
8 min read

AJ’s story - and the Split of Outbound and Inbound Sales Development

There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.
June 14, 2017
Operations
6 min read
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