LinkedIn says the addition of a Deals feature to its Sales Navigator tool will pull pipeline data directly from customer relationship management systems and make it easier to find additional contacts before a potential purchase decision goes awry. The Deals feature was one of several additions to Sales Navigator LinkedIn announced in a blog post […]
B2B firms may talk a lot about account-based marketing and developing a more one-to-one relationship with customers, but a recent survey from appointment-setting software firm TimeTrade suggests many of them are ignoring direct outreach from potential buyers. In ‘What Buyers Want: The State Of The B2B Buying Experience,’ TimeTrade surveyed approximately 300 business professionals during […]
Sales enablement software firm Showpad has released what it describes as an AR e-commerce tool that will let B2B buyers get a closer look and feel at what they’re purchasing and how it might work in their organization. Using Apple’s ARKit, the AR e-commerce tool allows sales people to develop models that are projected through […]
The Royal Bank of Canada will be starting with a focus on B2B startups with an accelerator program called RBC Reach that will offer $100,000 in funding to entrepreneurs from around the world. RBC Reach, which is accepting applications until the end of the month, is being launched in partnership with Highline BETA, a company […]
Watching two heavyweights in the Canadian startup sector wage war in the media should not go unnoticed, as there are major implications for the sector in general, especially in a newly uncertain and volatile provincial political environment. On one side is a MaRS-led contingent that is startup-focused, largely apolitical, (despite promoting a we’re- not-Trump-based new […]
The world of B2B media moves fast. As soon as a new tech announcement, hiring/firing spree, big event, or other development occurs, you’ll see the news online. In fact, a media member may be preparing to call you right now for your insights on the latest buzz. Are you ready? When you are mentioned in […]
What comes first to your mind when you think about a job description for your new team member? I bet it is a list of technologies: 5+ years of experience in PHP, system architecture, web-servers – Apache, Nginx, etc. Any soft skills? Let’s tell the truth, they are usually copied from the other vacancies. Hardly […]
Employers may be encouraging staff to develop mindfulness on an individual level, but a startup called Kudos is offering a more communal approach with software to let peers recognize each other’s accomplishments and drive employee engagement. Kudos offers an application where employees, managers and business leaders can send thank-you notifications, celebrate notable events with awards, […]
B2B organizations are used to segmenting customers and personalizing their messaging, but a new organization called Harmony@Work is offering a way to ensure they are also recognizing differences in terms of diversity, equity and inclusion in how they communicate both internally and externally. A division of Toronto-based training provider Harmony Movement, Harmony@Work will offer workshops […]
There’s no shortage of excellent B2B sales tips out there. Here are a few I believe in: Listen more than you talk. Empathize – put yourself in their shoes (this one is very near and dear to me — it’s what I named my business). Stop pushing. Start helping. Sell benefits …. not features – […]
Even though they work in B2B firms, 78 per cent of procurement managers begin looking for product searches on Amazon or Google rather than a vendor’s own site, and most are disappointed by what they find, according to a new report from Avionos. Avionos, a digital marketing firm based in Chicago, surveyed 160 U.S. B2B […]
Siemens is in the process of rolling out new technology and services from OpenText that will try and encourage more than 100,000 firms connected in its supply chain to move to a more digitally-driven way of making payments and completing other business processes. The Berlin-based industrial manufacturing company was among those represented at Enterprise World, […]
It may not be as well-known as the best-selling author who co-founded it, but BEworks is taking some big steps to raise awareness of its track record in applying behavioral economics to boost conversion rates, stimulate enterprise innovation and more. Over the past few months, BEworks has set up in a new, larger office space […]
More than half of B2B organizations said integration with legacy technologies is hampering their adoption of e-commerce tools and 37 per cent say they lack the ability to support various sales channels, according to a research study from Magento Commerce. While 85 per cent of organizations said they were interested in offering customers ways to […]
A startup called Crowdy.ai has created a widget it describes as a “social proof engine” that it hopes will change the way B2B companies sell online by providing visual evidence of prospects during into customers. Deal-Maker is a web site integration that provides real-time updates on how web site visitors are taking action on a […]
There’s a funny disconnect I experience every semester: One hundred percent of my Marketing students want to be employed when they graduate (duh). But when I ask them what type of job they hope to land, almost none of them say sales. Why is this a disconnect? Because the very large majority of them will […]
Several years ago, you could make a phone call to one person at an organization, make your pitch and finalize a sale. Today, this happens less because buying committees consist of numerous people at various levels in an organization. For example, you may have an intern conducting online research for the latest products and services, […]
Every year, technology vendors allocate billions of dollars to help their channel partners promote their businesses and offerings. Every year, nearly half of these funds go unspent. At a time when channel effectiveness is tilting heavily, reaching a 95/5 ratio in some industries (as n 5% of partners are generating 95% of sales) […]
While the majority of organizations may pursue innovation by having teams brainstorm in windowless conference centers and boardrooms, Curiosity Inc. is bringing a form of facilitated workshops called Street Wisdom from its roots in the U.K. to organizations across North America. Curiosity Inc. will officially launch Street Wisdom through what it calls a “taster” session […]
SAP on Tuesday used its annual Sapphire Now user conference to announce a customer experience software suite dubbed C/4HANA that will include a what it called a “fourth generation” customer relationship management tool, along with the acquisition of a field service software firm called Coresystems. C/4HANA will include SAP’s Sales, Marketing, Commerce and Service Clouds, […]
