• How to Bypass Spam Filters When Cold Emailing B2B Buyers

    Posted On May 27, 2020 by Vince Antoine

    Cold emailing is a time-tested sales tactic that involves sending commercial emails to prospective buyers with whom you've had no prior contact. If you know a prospective buyer's email address, you can send him or her a cold email. In this cold email, you can introduce yourself while explaining what your B2B company does.

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  • As the Trade Show Sales Leads Channel Disappears, Others are Found or Re-Discovered

    Posted On May 26, 2020 by Cherise Kennerley

    Trade shows have had a long history of ups and downs. About 25 years ago, trade shows were all the rage. Companies would send multiple people, aisleways were packed and there were so many trade shows to choose from, you could be gone every day of the year, and maybe you’ll hit them all. Exhibitors would walk out with stacks of business cards. It would take sales and marketing a long time to follow up, just to find those precious few that would turn into sales.

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  • Crafting the Virtual Presentation

    Posted On May 25, 2020 by Cherise Kennerley

    Last week, the Observer posted an article how Facebook and Google are allowing most employees to work from home permanently. Facebook even said it will begin taking job applications for remote positions later in 2020. The pandemic taught us one thing for sure: we can adjust to working from home and we can be just as productive…and even more productive as a result. What has been a challenge is taking a new opportunity and selling it from start to finish remotely.

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  • What Is a Buyer Persona In B2B Sales?

    Posted On May 21, 2020 by Evan Lamolinara

    Have you heard of buyer personas? They've become an increasingly popular tool used by B2B sales reps in recent years. According to some studies, nearly half of all B2B sales reps use buyer personas. It allows them to use highly relevant, as well as targeted, sales activities that ultimately results in increased sales. Before you can start using buyer personas, though, you must first understand how they work.

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  • Cold vs Warm vs Hot B2B Leads: What's the Difference?

    Posted On May 20, 2020 by Evan Lamolinara

    Your B2B company won't generate many sales unless it has a steady supply of high-quality leads. Research, in fact, shows that over six in 10 sales reps say lead generation is one of their top priorities. Without leads, you'll have to blindly search for prospective buyers, and only after identifying a prospective buyer can reach out to him or her to pitch your B2B company's products or services. While all leads consists of prospective buyers, there are several types of B2B leads, including cold, warm and hot.

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