Blog

  • Want to Sell More? Understand Your Customers Better

    Posted On August 03, 2017 by Robert Smith

    When it comes to selling an industrial product or service, the more you know about your target audience, the greater your chances of success. Unfortunately, many sales people ignore this principle by using the same cookie-cutter approach towards every prospect. Even if you have a general understanding of your target audience, however, no two prospects have the exact same problems and needs. Therefore, you must place yourself in your prospects' shoes before reaching out to them.

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  • Why a Rejection in B2B Sales Isn't Always a Failure

    Posted On July 21, 2017 by Robert Smith

    American author and choreographer Twyla Tharp said it best: "Ultimately there is no such thing as failure. There are lessons learned in different ways." This is a principle that all business-to-business (B2B) sales people should follow. When one of your B2B sales leads rejects your offer -- or you otherwise experience a loss -- you should take a few steps back to review what happened. Even though you didn't make a sale, you can still learn from the experience and use this knowledge to optimize your future sales efforts.

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  • Engaging That "Impossible Account"

    Posted On July 06, 2017 by Robert Smith

    Every business-to-business (B2B) company has that “one” account – you know, the one with the biggest budget, but you can't seem to crack. It's these highly coveted target accounts that can help B2B companies grow and expand their operations quickly. But engaging them isn't always an easy task. Maybe the prospect has already begun communicating with one of your competitors, or perhaps they simply believe that you can't effectively serve them. So, how do you engage impossible accounts such as this?

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  • Content Marketing Metrics You Should Track

    Posted On June 23, 2017 by Evan Lamolinara

    Do you use content marketing to attract new prospects to your business? Regardless of what exactly your business offers -- a product, service, etc. -- high-quality content can help you reach your goals. When you publish high-quality content that's relevant to your target audience, prospects will find your business more easily and view your company as a thought leader, adding credibility. And this almost always translates into more conversions.

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  • Improve Your Prospect Targeting: Think Bigger than the C-Suite

    Posted On April 20, 2017 by Robert Smith

    Targeting the right B2B sales leads is essential for all businesses. Of course, many B2B companies focus their business development efforts on the coveted C-suite prospects, assuming this will yield more conversions/sales. While there's nothing wrong with targeting C-suite prospects, you shouldn't focus solely on this audience while neglecting other, potentially more lucrative leads.

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