Blog

  • 6 Tips for Developing High-Quality Industrial Construction Leads

    Posted On August 23, 2017 by Robert Smith

    Industrial construction expenditures in the United States are expected to reach $1.5 trillion by 2020, according to a report by MarketResearch. Researchers cite several factors attributing to this growth, including the development of e-commerce fulfillment centers and changing dynamics in the energy industry. As the construction market grows, however, it offers new opportunities for construction suppliers to expand their operations and reach new customers.

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  • How to Get Past 'Gatekeepers' in Sales

    Posted On August 20, 2017 by Evan Lamolinara

    Business-to-business (B2B) salespersons often focus on their sales efforts on decision-makers, such as top-level executives. In doing so, however, they overlook some of the lower-level employees of a prospect's company: the gatekeepers. If a salesperson isn't able to get past the gatekeeper, he or she won't be able to reach the company's decision-maker, let alone effectively sell their product or service.

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  • B2B Sales: 5 Tips to Reach Decision-Makers

    Posted On August 17, 2017 by Robert Smith

    A common mistake made by business-to-business (B2B) salespersons is overlooking a prospective company's "decision-makers." Instead of talking to the individuals who have the authority to make purchases, salespersons talk to lower-level employees. Granted, there are times when these correspondences may result in sales (e.g. the employee shares the offer with his or her boss; or is key stakeholder in the decision making process). In most cases, however, they are empty leads that consume time and resources without yielding anything in return. So, how can you reach the decision-makers?

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  • 6 Prospecting Methods that Yield Bad Sales Leads

    Posted On August 17, 2017 by Robert Smith

    Not all sales leads are made equal. Some B2B leads have a higher chance of converting into paying customers -- and these are the ones you should focus your sales and marketing efforts on. In order to do so, however, you should avoid generating leads using the following methods.

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  • Using Data to Improve B2B Customer Retention Rates

    Posted On August 10, 2017 by Robert Smith

    Statistics show that it costs between five and 25 times more to sell to a new customer than it does an existing customer. Existing customers have already given you their seal of approval; therefore, they are easier for sales teams to convert. The problem, however, is finding ways to retain customers. Thankfully, there are several data-driven solutions to increase customer retention rates and ultimately drive more sales.

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