Outlaw contracts legalese

Outlaw fights back at the incomprehensible legalese that plagues business contracts

It should have been a celebratory time for Evan Schneyer. His travel-oriented startup, Wanderfly, was being sold to Tripadvisor after about five weeks’ worth of discussion. Then, when it came time to sign on the dotted line, the contract challenges emerged that gave birth to his new venture, Outlaw. “It was like a glorified job […]

sales coach

A sales coach offers his best advice on making great first impressions with customers and prospects

Take it from an experienced sales coach: one of the hardest tasks is to quickly establish credibility.  This applies to everyone you meet with for the first time.  All things being equal, a positive first impression means they will trust you to help them.  A negative first impression can only be corrected by time and […]

SiriusDecisions

SiriusDecisions to launch research study and annual summit for Canadian B2B organizations

SiriusDecisions is conducting a research study exploring some of the biggest challenges within B2B organizations, the results of which will kick off its first-ever Canadian conference in March. The firm’s 2018 Canadian B2B Sales, Marketing and Product Management Study will be highlighted at SiriusDecisions 2018 Summit Canada, a day-long gathering with keynotes from Export Development Canada, […]

b2b lead generation

How to Harness the True Power of the 7 Top Content Types for B2B Lead Generation

Today’s top B2B brands tend to rely on seven types of marketing content to generate the majority of their leads. These content types include, in order of effectiveness, email marketing, content marketing social media marketing, landing page and website optimization, SEO, paid search, and webinars or virtual events.   Before your organization starts putting these […]

Differentiator

How to identify the right product differentiator to boost marketing and sales success

One of the biggest challenges for today’s seller is helping their buyer understand their product or service’s differentiator — in other words, what makes it  better than others that walk, talk, look and act like it. None of us wishes for our solutions to be thought of as an imitator or second-best. We want our business […]

Spotify

5 Spotify playlists to help sales and marketing teams create the perfect soundtrack for 2018

The day after New Year’s is typically when the music stops and the back-to-work monotony begins.  Hopefully you’re coming back to your desk feeling refreshed after at least a few days off from work, but even then, getting back into the groove, so to speak, can be difficult. That’s where Spotify’s playlists come in.  If you […]

Stories

Best of B2BNN 2017: Why these 10 stories resonated with senior business leaders

Assessing the performance of stories on B2B News Network is probably a little different than most other online publications.  First, there’s the nature of the audience, which spans everyone from CMOs and CIOs to heads of sales and even company owners or CEOs. Although some of what we publish would be of interest to all of them, there are […]

sales and marketing

Sales and marketing data providers: How to choose the best from the rest

Poor or inaccurate contact sales and marketing data results in significant losses in revenue and customer retention – both things no business can afford to lose.  In addition, implementing a sales contact data solution purely in the spirit of “cost effectiveness” can be a fatal mistake. On the flip side, good sales contact data can […]

okrs

OKRs: How the right objectives and key results process can help sales teams soar in 2018

At one point or another, you may have heard the saying, “Routine sets you free.” That principle holds true in the business world and can be applied to corporate goal setting, too. With a powerful, routine-oriented goal setting framework like OKRs (Objectives and Key Results), your organization can fall into a pattern of setting, tracking, […]

SDRs

Sales development research: SDRs using 4.9 tools but struggle to reach enterprise buyers

Companies are spending nearly $4,000 on each of their sales development reps (SDRs) every year to give them CRM, social prospecting and other tools — even though they still spend nearly 40 per cent of their time working the phones, according to a study released Wednesday. The State Of Sales Development was launched in tandem […]

ClearSlide

Corel draws closer to enterprise sales teams with the acquisition of ClearSlide

Corel may be sketching out a new corporate direction in the sales enablement space with the acquisition of San Francisco-based ClearSlide Inc. on Tuesday. Ottawa-based Corel did not disclose how much it paid for ClearSlide, which was founded in 2009 and has offices across the U.S. In a public statement, Corel said its investment would […]

e-commerce

CloudCraze research forecasts growing shift towards e-commerce in B2B sales

Nearly 90 per cent of those making B2B purchases believe they’ll be offering products by 2022 that customers will mainly buy through e-commerce rather than a traditional sales rep, according to a research report from CloudCraze. In a look at how e-commerce will drive revenue growth outside of the consumer segment, Chicago-based CloudCraze, which offers […]

CRM experience

How to curate a better CRM experience with an actionable gallery of B2B data

Have you ever been to the Guggenheim? An art museum of impressive architectural proportions in New York City, its ever-evolving collections have served a range of artistic pallets for decades. To put it simply, the museum is a visual feast; and if you like art, you’ll like the Guggenheim. Similarly, your CRM solution, like Salesforce, […]

design thinking

How design thinking can help sales teams: Advice from the authors of ‘Naked Sales’

We in design haven’t been very good to sales for some time now. Over the last few years the leading methodology for innovation, design thinking, has changed the way people manage daily communications (mobile devices and applications), access health care (medical devices and care practices), travel (autonomous driving) and manage their lives at home (via […]