• 5 Commonly Overlooked B2B Lead Prospecting Opportunities

    Posted On October 16, 2017 by Robert Smith

    Lead generation is a fundamental step in business-to-business (B2B) sales. Without leads, you won't have anyone to pitch your product or service to. Furthermore, leads allow you to prioritize your sales tactics to generate a stronger response. If a particular prospect has expressed strong interest in your product or service, you can target him or her first. Unfortunately, though, many B2B salespersons overlook the following lead generation opportunities.

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  • How B2B Sales Differs from B2C Sales

    Posted On October 11, 2017

    It's a common assumption that selling a product or service requires the same approach regardless of the person to whom you are selling it. While some tactics are universal, others require specific approaches depending on whether the target audience is consumers or business owners and professionals. Business-to-business (B2B) sales, for instance, requires a different approach than business-to-consumer (B2C) sales.

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  • Using Geographic Segmentation to Enhance B2B Marketing

    Posted On October 06, 2017

    Business-to-business (B2B) marketing strategies can typically be broken down into one of two categories: targeted and untargeted. Targeted marketing means creating and directing your messages to a specific audience. With untargeted marketing, you create a general message for a non-specific audience in hopes that some of the recipients will be interested in it. On the other hand, targeted marketing focuses on a specific message for a specific audience; thus, resulting in a higher conversion rate.

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  • Enhance Your B2B Marketing Strategy with Video

    Posted On October 05, 2017

    Video is an untapped resource that many business-to-business (B2B) companies overlook. Granted, creating and promoting videos consumes resources, but it's usually worth the investment. According to a study cited by Forbes, 59% of B2B executies prefer watching video instead of reading text. Therefore, you B2B salespersons should use video to reach these coveted decision-makers.

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  • 6 Practical Tips to Sell More Construction Equipment

    Posted On October 03, 2017

    Selling construction equipment requires a different approach than selling traditional consumer goods. With your target audience being other business owners and professionals, you'll need to adjust your approach accordingly. So, if you're looking to sell more construction equipment, consider the following six tips.

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