The Growing Chasm of Sales
I was at the opening day of the Sales 2.0 conference in San Francisco yesterday and had a great talk with Jim Keenan, you may know him as @keenan. He sent a tweet during the keynote session with his...
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6 Simple Steps on Preparing for Your Next Sales Meeting and How Technology...
The days of asking a buyer the question, “So, what do you do?” are long gone. With so much information on the Internet these days, why is a buyer going to be perfectly fine with a meeting or phone...
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5 B2B Sales Tips from Sun Tzu’s “The Art of War”
Recently, I picked up an ancient and incredibly popular book: Sun Tzu’s Art of War. If you haven’t read it, I highly encourage you do as it only takes about an hour or so to read the book in its...
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The Age of the Buyer – How do you prepare?
THE AGE OF THE BUYER Now is the dawn of a completely different era I like to refer to as The Age of the Buyer. Due to the emergence of social media as a means of communication and establishing...
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Using BANT for Lead Qualification
Unfortunately, there is no silver bullet to lead scoring in B2B marketing. According to Craig Rosenberg and his post, 6 Reasons Why Everyone Needs a Lead Qualification Team, “If you send unqualified...
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Avoiding Last Minute Deal Breakers
The issues that arise during the closing phase of a sale are arguably the most frustrating part of B2B selling. After putting blood, sweat, and tears into a sale, a flurry of questions, objections, and...
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How to Create an Unforgettable B2B Customer Experience
In the past year, customer relationship management on social media sites, such as Twitter, has dominated the conversation around customer service. However, social media is just as vital for the...
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How to Survive The Big Sales Meeting
Just getting a meeting on a prospect’s calendar is a big step in the B2B sals process, but the meeting itself makes or breaks your deal. Preparation is everything. Use the following six best practices...
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Using Pinterest to Build Your B2B Brand
Pinterest is one of the fastest growing social media platforms on the market today, but B2B organizations haven’t all figured out how to make it work for them. Some are skeptical that their audience...
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5 Ways to Guarantee Customer Loyalty and Retention
Customer churn is the biggest problem facing every business, and while there’s no magic solution for ensuring complete customer retention, there are processes that you can put in place to decrease...
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Avoid These Common Sales Mistakes
Poor Lead Qualification More than half of salespeople fail to verify if potential prospects have a need for their products or services before making a sales pitch, according to MarketingSherpa’s 2011...
View Article3 Mobile Trends that Will Last
Just when it seemed like the push for mobile had peaked, we’re learning about even more trends that have staying power. Why is it important for marketers to recognize and master mobile progressions?...
View ArticleNOW LIVE: The 1st InsideView B2B Marketing Influencers List [Infographic]
Late last year, InsideView launched its newest suite of products to arm B2B marketers with CRM Intelligence for the game of revenue marketing. At its best, InsideView for MarketingTM, will put...
View ArticleCreate Your Social Selling Strategy in Just 3 Steps
If you’re in sales or marketing, you can’t go a day without hearing the term “social selling.” In a nutshell, social selling is knowing who your targets are before you engage with them. And by...
View Article5 Quick Tips for B2B Marketing to Millennial Decision Makers
Gen Y, or the Millennial generation, is defined as thos […]
View ArticleAnnouncing InsideView Open: Market Intelligence Anywhere, Anytime
In case you were tied up with that Cupertino distractio […]
View ArticleYour sales lead just got promoted. What should you do?
Anytime a sales lead has an interesting moment, it’s an […]
View ArticleStop by The Open Lounge During Dreamforce
Attending Dreamforce next week? If so, check out everyt […]
View ArticleThe Modern Customer Interaction
Note: Today’s guest post is the first in a three-part s […]
View Article3 Questions Every Marketing Campaign and Sales Pitch Must Answer
As a marketer, I’ve always felt the gentle push-a […]
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