Blog

  • Exploring the Stages of a Typical B2B Buying Process

    Posted On December 12, 2019 by Evan Lamolinara

    As a B2B sales rep, you already have a good grasp on the different stages of the buying process. It is beneficial, every once in a while, to review each stage and ask if you've maximized its potential. By placing yourself in their shoes, however, you'll gain a deeper level of insight into their purchasing decisions, which may help you to convert more leads and prospects into new customers. So, what are the different stages of a typical B2B buying process?

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  • Building a Pipeline for Q1

    Posted On December 12, 2019 by Evan Lamolinara

    As you count down the days till the end of 2019, as a sales rep, sales manager or president of the company, naturally you’re already thinking about next year’s planning, budgets, quota and pipeline. Depending on how much you had to deplete from your current sales pipeline and funnel, hopefully you’ve left a sufficient quantity of sales leads to start 2020 on a high note.

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  • Create Meaningful Touches with News Alerts

    Posted On December 12, 2019 by Evan Lamolinara

    Logging back into the SalesLeads platform to review past Project Reports yielded some meaningful conversations, or maybe you missed out on an opportunity. Sometimes we get caught up with what’s ‘new’, we forget about the conversations where the contact said, “we pushed it back a month”, or “we’re not ready yet”. You want to stay in touch…where they actually call you back… with meaningful information, but what?

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  • 7 Undeniable Benefits of Content Marketing for B2B Companies

    Posted On December 12, 2019 by Evan Lamolinara

    How much content does your B2B company produce and share with buyers? It takes time, as well as resources, to produce and share high-quality content regardless if your company sells a product, service or both. If you're willing to make the investment, though, you'll probably discover that it pays off in the form of increased lead generation, quality sales leads which can / will go into the sales reps funnel and pipeline.

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  • 5 Essential B2B Lead Qualification Tips

    Posted On November 19, 2019 by Evan Lamolinara

    Statistics show only about 27% of B2B companies qualify their sales leads. Sometimes it's an assumption that sales and marketing make when a sales lead comes in, for instance, from the website. We assume they read the website. We assume they understood. So therefore, when they fill out the form it should be ready for a fast sales cycle and close. Not so fast. It's still important to go through the process and ask the right questions in order to qualify the sales lead. What do you need to know?

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