When reaching out to customers with an advertisement or a marketing message, it is essential to target the right market with the right message. If not – your message may reach thousands of people, but only a handful may be interested in your product, and…

The stage is set; your B2B sales and marketing team has discovered a hot, new lead. Now, it is only a matter of contacting your POC who can endorse your product or service and get the nod on the purchase! It sounds like an easy…

Imagine a scenario where Companies A and B have identified similar audiences to target while selling their product or service. Both the companies leverage the firmographic (company size, product/service, industry, revenue, location, etc.) and demographic (titles of the contact, contact information, social media handles, etc.)…

The Coronavirus pandemic has been scary, to say the least. The unpreparedness of the world has brought us at a juncture where the future appears hazy and uncertain. Everyone is affected by the outbreak in one way or another. Schools and colleges have shut down….

The B2B sales prospecting process, while a shared source of anxiety for sales professionals, is the most crucial facet of selling for almost all businesses. Sales professionals often find themselves racing against the clock to meet quotas. In fact, 42% of sales professionals regard prospecting…

There are many ways to be a good salesperson. On the flip side, there are even more ways to be a poor sales rep. Somewhere in between these extremities lie the good salespeople with poor technique. Sales, by its inherent nature, is a dance of…

Any business that’s in it is for the sake of making money. Plain and simple. That’s more or less the reason why they sell. While this is as obvious as the morning sun, understanding how that money is earned, recorded, categorized, and analyzed isn’t. There…

A 2019 survey brought to light that nearly 67% of salespersons are either experiencing or close to experiencing workplace burnout. That’s a significant section of sales reps in the industry! These figures reiterate the fact that being a salesperson is not an easy job. In…

Consultative Selling is the delivery system for value. In return for improved customer outcomes, Consultative Selling delivers improved margins back to you.  – Consultative Selling by Mark Hannan  Popularized through Hanan’s 1970 book, consultative selling has been a game-changing sales strategy and has heavily influenced…

In the perfect world, you’d be closing sales smoothly – without any counter questions or objections. Alas, the world isn’t perfect, and selling to prospects is not that easy. That’s why successful sales representatives are highly regarded, for their ability to convince prospects with proper…

Much like crossing the finishing line of a grueling marathon, the closing part of any sales activity is the most fulfilling and thrilling aspect for a salesperson. It’s the final moments when the sales rep strikes the iron while it’s hot and finally watches their…

Expanding the client base and adding new streams of revenue are the primary goals for most B2B firms. However, it is also a fact that B2B companies struggle quite often with lead quality, if not volume – which leads to enormous wastage of time and…