Blog

  • 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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  • Over-Relying on Customers to Make Up the Shortfall for Revenue

    Posted On November 19, 2019 by Evan Lamolinara

    What if sales had sold all they could to their customers? What happens when customers stop responding to your marketing efforts because they already purchased it? Especially at the end of the year, we turn to customers to help close the revenue gap. What if this time, there’s just simply not enough?

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  • 10 Content Marketing Tips to Turbocharge Sales Lead Generation

    Posted On November 18, 2019 by Evan Lamolinara

    Content marketing has become a cornerstone strategy used by B2B companies to both attract new sales leads and nurture existing sales leads into customers. By publishing high-quality content that's aligned with the interests of your B2B company's audience, you'll experience greater success. But there's a right way and a wrong way to perform content marketing. For the best performance, consider the 10 following content marketing tips, all of which help your B2B company succeed.

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  • Budget: The Leading Reason for B2B Sales Objections

    Posted On November 18, 2019 by Evan Lamolinara

    What's the leading reason for B2B sales objection? Prospective buyers may decline to purchase a product or service for a variety of reasons. However, a Chorus report found that more prospective buyers object sales offers because of budget than any other reason. If you own a B2B company, or if you're simply a sales rep, you must tackle these objections head-on to increase your chances of converting prospective buyers into paying customers. While you can't change a prospective buyer's budget, there are ways to address and overcome budget-related objections.

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  • Top 7 B2B Sales Challenges (And How to Overcome Them)

    Posted On November 17, 2019 by Evan Lamolinara

    As a B2B sales rep, you'll face a myriad of challenges when trying to sell your B2B company's products or services. While some of these challenges are minor, others are more severe. And if you don't address these challenges directly, you'll struggle to generate any meaningful amount of sales. Below, you'll learn about the seven top B2B sales challenges and how to overcome them.

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