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 – […]
Many of us like to think the economy has recovered and is flourishing after the recession. While various aspects have improved, a study we have conducted at Mereo for the past four years appears to say something many others are not—businesses are not thriving. Mereo’s annual revenue performance index of Fortune 500, Global 500 and […]
B2B sales reps may not always feel the need for the fancy new gadgets, but there’s no question that certain kinds of SaaS tools can help them become more efficient. Imagine if there’s a big sale that just screams to be closed, for instance, but your team is still stuck on the last module of […]
Seventy per cent of B2B buyers have to contend with a “bully” on their purchasing committee who pushes their company to choose their preferred vendor, according to a research study from DiscoverOrg. In ‘Why Didn’t They Buy? A Deep Dive Into Buyer Preferences And The Implications For Salespeople,’ a survey of more than 230 business […]
It is extremely rare that a television show, let alone a comedy, would take on the business tech world in relevant and insightful ways. Tech knowledge and experts move at a pace seemingly too fast for television and the content itself is so complex how could a television show string viewers along if they don’t […]
Can Sales and Marketing Live in Harmony? BtoB marketing and sales … are they from the same solar system? We asked those questions at an interactive evening with Toronto’s top BtoB practitioners. Presented by Edelman Toronto’s Rob Manne and moderated by veteran BtoB marketer Elizabeth Williams, we discussed what marketing can learn from sales, what sales can […]
Today we’re beginning a book excerpt series of Lisa Shepherd’s important new book on B2B success The Radical Sales Shift. In this excerpt, learn how the new sales funnel and pipeline is better reworked as a pinball machine. Many companies are finding that their traditional approach to generating revenue – namely through their sales team – […]
