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 leading into a call. At InspireBeats, we live by email for both our customers as well as our own outbound. We’ve […]
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 interest to anyone in B2B sales. The analysis by Accenture Interactive included interviews with 50 digital and e-commerce leaders from U.S. B2B companies with at […]
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 how and why to measure the ways in which social media activity supports the sales process from a B2B perspective. Michael Idinopulos was the featured […]
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 startups unlock growth without traditional marketing. At the recent Traction Conference in San Francisco, Brown and many other speakers gathered to evangelize growth hacking and […]
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 exactly what Andy Lark talks about in Xero Hour episode 18, which is available for free on iTunes. Andy Lark is […]
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 the sale. I provide a simple breakdown of three kinds of buyers, shares the strategy and selling message for each category, and end the video by […]
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 sales, marketing and support efforts are all working toward a common goal. But fine-tuning can sometimes go too far, adding […]
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 buying cycle, improving their conversion numbers. DemandGenReport recently released a study on the subject, the 2015 Lead Nurturing Benchmark Study that shows […]
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 topics so far. One of the questions we were asked was how to get management buy-in for marketing and another […]
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 psychology lies behind the rules of effective pricing than most entrepreneurs realize. Why? Because price is central to positing the perceived value of […]
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 compass. The studies indicate that over 60 percent of the buying process for many business products or services is concluded before the buyer […]
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 extremely important. I was personally able to close a few of my recent deals as well as our customer’s deals […]
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 process includes lead generation, lead research, prospecting, negotiating , closing, lead nurturing and all the difficult stuff in between. A great way to […]
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 doesn’t just belong to B2Cs; it is a must for B2Bs, as well. Here’s what cross selling looks like for the B2B market, […]
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 results. Essentially, B2B businesses live and die with their sales forces. The key factor is how many sales leads they can churn through in what amount of […]
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 Sullivan, but they also included some other key findings. In a survey, 94 percent of B2B buyers wanted to know where and how to make an immediate […]
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 human capital in sales and service is diminishing. From a business end, consider that businesses must hire, train, coach, performance manage, payroll, incentivize, and provide benefits to […]
