Reading Time: 4 minutes B2B buyers spend a lot of time researching online and only rarely do they reach out to a sales rep. What does this mean for B2B sellers? Waiting for buyers to make the first step is a losing strategy. Fortunately, … Continued
Reading Time: 2 minutes Do you copy and paste your sales pitch into emails? This practice not only wastes your time, it can also lead to errors of miscommunication. You run the risk of skipping lines, a mistake which could cost you business. Our … Continued
Reading Time: 4 minutes Information concerning a business’s web-based consumption that provides insight into their interests is known as buyer intent data. When someone clicks on a blog, infographic, product review, or case study, they’re issuing an intent signal. Intent software picks up on … Continued
Reading Time: 4 minutes Total Addressable Market, or TAM, is a phrase most salespeople have heard, but might not be on the top of their radar. Let’s go over why it’s important to both sales and marketing and how understanding your TAM can help … Continued
Reading Time: 4 minutes Businesses that adopt Account Based Marketing (ABM) utilize their marketing resources to target a specific set of accounts. This system requires sales and marketing teams to work together to identify the accounts that are most likely to become customers. This … Continued
Reading Time: 3 minutes An Ideal Customer Profile, also known as an ICP, is a set of characteristics which distinguish your most valuable customers. Not every lead is worth pursuing and an ICP helps you sort the good from the bad. Every sales team … Continued
Reading Time: 4 minutes Lead generation is a critical component of B2B sales. So much so that B2B sellers invest up to 25% of their time identifying leads. Cold calling has largely fallen out of fashion…so how are modern B2B sellers locating viable leads? … Continued
Reading Time: 4 minutes B2B sales is steadily growing harder each year. 84% of CEOs and VPs now use social media to make purchasing decisions. Contact data decays quickly making prospecting all the more difficult. Plus, the number of people involved in buying decisions … Continued
Reading Time: 2 minutes B2B contact data consists of email addresses and phone numbers for key decision makers. This valuable resource enables your sales staff to hone in on your target audience and it saves them the trouble of digging for contact info online. … Continued
Reading Time: 2 minutes As every salesperson knows, some leads will inevitably fall through the cracks. Whether it’s down to timing or a bad first impression, some prospects are liable to lose interest in your business. But just because your first attempt was unsuccessful … Continued
Reading Time: 2 minutes Whether you know it or not, you’re leaving digital footprints behind. That’s right, every time you use a search engine, visit a website or open an email, you’re leaving behind a trace. What does this mean for salespeople? They can … Continued
Reading Time: 2 minutes Simon works as a copywriter for Brixton Marketing Group. He’s in charge of publishing content on his clients’ websites. Ideally, his efforts will result in an increase of website traffic and sales. Simon knows the best way to achieve this … Continued
Reading Time: 2 minutes The average salesperson spends up to 24% of their time prospecting. Contrary to what you may believe, it doesn’t have to be this way. In fact, with the aid of a contact database, you can cut your prospecting time in … Continued
Reading Time: 4 minutes B2B sales is undeniably a competitive industry. To win new clients, B2B sellers need to leverage their knowledge of the industry to develop full-proof sales techniques. Read on for a list of innovative sales strategies that are going to take … Continued
Reading Time: 2 minutes Do you use email to contact your leads? Chances are the bulk of your emails are sitting in their mailboxes unread. Some of them will even end up in the deleted folder. And unless you receive a reply, you have … Continued
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