Our Sales Guru Jason Forrest wants you to know about a major trend coming to B2B sales that could influence your bottom line and strategy in 2016. As he always does with his reports to B2B News Network, Jason offers his take via a pithy video, embedded below. Let us know if you agree with Jason’s […]
Why your B2B sales recruitment tactics needs to stand out from the pack [Part 1]
Tech companies are snapping up B2B sales professionals, which has created a demand that’s just not being met. In turn, these companies aren’t meeting their potential for growth. According to a recent report in The Business Journals, technical sales and sales management positions have always been hard to fill. With the enterprise tech market heating […]
Report: 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 marketing and sales. The reported, entitled “2015 Survey of B2B Marketers“, looked at 321 B2B marketing professionals in the U.S. with director-level or higher […]
Sales 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 illustrate the most important rule of sales, whether in B2C or B2B. Apple’s basic strategy is to make it easy for customers […]
Which 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 leading into a call. At InspireBeats, we live by email for both our customers as well as our own outbound. We’ve […]
5 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 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 […]
How 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 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 […]
TractionSF 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 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 […]
Podcast 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 exactly what Andy Lark talks about in Xero Hour episode 18, which is available for free on iTunes. Andy Lark is […]
Video: 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 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 […]
Dreamforce 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 sales, marketing and support efforts are all working toward a common goal. But fine-tuning can sometimes go too far, adding […]
Key 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 buying cycle, improving their conversion numbers. DemandGenReport recently released a study on the subject, the 2015 Lead Nurturing Benchmark Study that shows […]
Should 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 topics so far. One of the questions we were asked was how to get management buy-in for marketing and another […]
Everything 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 psychology lies behind the rules of effective pricing than most entrepreneurs realize. Why? Because price is central to positing the perceived value of […]
Are 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 compass. The studies indicate that over 60 percent of the buying process for many business products or services is concluded before the buyer […]
Sales 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 extremely important. I was personally able to close a few of my recent deals as well as our customer’s deals […]
Should 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 process includes lead generation, lead research, prospecting, negotiating , closing, lead nurturing and all the difficult stuff in between. A great way to […]
Primer: 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 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, […]
How 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 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 […]
Infographic: 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 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 […]