Inside the value of human capital to sales and service
With customers’ ever-rising comfort levels to purchase and self-service online, and increased pressure on businesses to develop end-to-end Web enabled applications to accommodate, it seems the value of...
View ArticleInfographic: B2B e-commerce sales to reach $1.1 trillion by 2020
This staggering stat should encourage B2B firms with an e-commerce strategy. The infographic with the figure of B2B e-commerce revenue reaching $1.1 trillion US by 2020 comes courtesy research firm...
View ArticleHow B2B companies automate their sales forces
In a world of rapidly evolving buyer expectations and behaviors, B2B sales and marketing leaders need to provide their teams with tools necessary to achieve customer success and improve business...
View ArticleSales teams learn from The Art of War
Please note: The following article is a guest post from the Inspire Beats blog, used with permission. I’ve always been a fan of the Art of War. The Art of War have been around for thousands of years...
View ArticlePrimer: Cross-selling for B2B companies
We all know what cross-selling looks like for the consumer market. Buy something from Amazon, and your purchase will be followed by emails and pop-ups saying, “You may also like…” But cross-selling...
View ArticleShould you outsource sales for your SaaS product?
A syndicated post by Wilson of the Inspire Beats blog team on the pros and cons of outsourcing sales. Reprinted with permission. Closing deals is not easy. It was never meant to be easy. The sales...
View ArticleSales Advice: When should you follow up with a prospect?
Read this post by Wilson of the Inspire Beats blog team on recognizing the best time to follow up with a prospect and how to do so effectively. Reprinted with permission Following up with a prospect is...
View ArticleAre sales and marketing working together?
Have sales and marketing changed their strategies and tactics to address the fact that buyers are buying much differently than they did just five years ago? Multiple research studies are providing a...
View ArticleEverything you need to know about effective pricing
To the average person, pricing may seem fairly no-nonsense. Sellers determine a price based on production costs and rational buyers then decide whether or not they can afford it. In fact, far more...
View ArticleShould you replace your sales team with marketers?
My company held a Marketing Speed Dating event earlier this year. We had a lot of business owners attend to ask us their questions about B2B marketing. We’ve written about a couple of the popular...
View ArticleKey ways B2B marketers can nurture leads successfully
B2B marketers know how important lead nurturing is to their overall business success. With the arrival of Big Data, they can refine their lead nurturing to target prospects as they move through their...
View ArticleDreamforce 2015: How Dell rebuilt its lead management process with Salesforce
Dell was on a mission to rebuild its lead management, and so it turned to Salesforce for help. Having the right CRM solutions is critical to any company’s successful operation, in order to ensure that...
View ArticleVideo: 3 types of buyers and how getting them right will change your life
Applying the right sales strategy with the right buyer is key—and the first step is knowing (really knowing) our buyers. In this video, I explain a four-step process to ranking prospects and getting...
View ArticlePodcast Recappers: How to change your company image to win customers
The rapid pace of technological advancement puts businesses in a time of unprecedented change, and the only way to stay on top is change with it. In this week’s installment of Podcast Recappers, that’s...
View ArticleTractionSF Conference: Revenue growth tips for B2B companies
All companies are starved for growth. Startups. Public companies. B2B companies. That’s the hypothesis of Morgan Brown, co-author of Startup Growth Engines, a book of case studies on how successful...
View ArticleHow to reach B2B buyers with social selling
Last week, customer intelligence and web analytics company KISSMetrics offered its latest in a series of analytics webinars, Measuring the ROI of Social Selling. The webinar seeks to teach participants...
View Article5 new stats for any online B2B sales team
A new report found that although online sales in the B2B space are growing, those companies should be willing to invest more in e-commerce platforms. Several new stats in this report will be of...
View ArticleWhich email tool should you use for your outbound sales team?
Traditional outbound sales revolved around dialing a list of numbers from a Yellow Page book. Those days are over. Nowadays, most sales come from email or at least start off with an email before...
View ArticleSales Guru Video: Always make it easy for customers to give you their money
If you want to be successful, copy the most successful companies. In this video, Jason Forrest, Chief Sales Officer for Forrest Performance Group, uses the most profitable retail store on the planet to...
View ArticleReport: 70% of B2B marketers responsible for generating revenues
A majority of B2B marketers are now responsible for driving revenues, but marketing-generated leads account for most sales rejections, says a new study by 6sense, a predictive intelligence firm for B2B...
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