Tag: sales strategy

digital-marketing

How to Create a Marketing Strategy for B2B Digital Selling

Digital selling is fast evolving due to the expansion of the internet and online marketing is now an integral component of sales. Even though 95% of B2B marketers have social media accounts, only half are regularly active. This means that...

/ August 8, 2016

How to Digital Sell When Prospects Don’t Have Social Media Accounts

It’s no secret that social media and social selling are dominating ecommerce. 79% of sales people who use social media outsell their peers. But what if your prospects don’t have social media accounts? How can you sell without having access...

/ July 27, 2016

Five Ways to Prospect Effectively

Prospecting is an important part of outbound marketing for social selling, so it is important that the best people are carrying it out. While many businesses and B2B inside sales teams choose to group sales and prospecting into one role...

/ July 12, 2016

How to Find the High Quality Leads

Sales teams need to catch leads which can be converted in the quickest time with the least amount of effort. Prospects which are highly profitable, and likely to convert what sales reps call high-quality leads. So how can you reduce...

/ July 8, 2016

Is Digital Selling The Future Of Sales?

You’ll be hearing a lot more about the term “digital selling” in the coming years. It’s becoming known as the future of sales. And I don’t mean just in terms of adding some more digital tools and platforms to your...

/ June 10, 2016

6 Important Sales Enablement Criteria

It might be time to revise your sales enablement framework and practices since, as Bob Dylan sang, “Times, they are a changin’” and the sales team is changing with it. Here’s how leading analyst firm SiriusDecisions defines the term: “Sales...

/ April 29, 2016

Optimize Your Lead Nurturing Strategy

Did you know that 79% of marketing qualified leads (MQL’s) never convert into sales due to a lack of lead nurturing? Given this fact, it may be time to revise your lead nurturing strategy to optimize your selling success, especially...

/ April 13, 2016
sales-intelligence

What is Sales Intelligence?

One of the latest buzzwords in sales is “sales intelligence”, so what exactly is it? Well Peter Coffee (VP and Head of Platform research of Salesforce) describes sales intelligence using this metaphor: “Without sales intelligence, you’re driving with dirty windows....

/ March 16, 2016
Inside-sales-team

Get an Inside View on Sales

Let me share some helpful tips with you on how to get an inside view on sales teams who are office based. Inside sales are now the primary sales channel to handle inbound leads and the engine that drives social...

/ February 23, 2016
sales-process

Tips to Improve Your Sales Process

Any company’s sales process has to evolve but with the rapid change in the buyer’s journey many sales leaders are finding the processes need to go through a fine tune. A good builder relies heavily on the architect. They provide...

/ January 11, 2016