• Soft Selling vs Hard Selling in the B2B Industry: What's the Difference?

    Posted On March 17, 2020 by Evan Lamolinara

    In the B2B industry, sales tactics can be classified as either soft or hard, depending on what they encompass. Seasoned sales reps often use both types of tactics to engage with prospects, it all depends on what the situation warrants. Soft selling is a more personal approach or subtle persuasion, whereas hard selling is a more direct approach. Unless you're familiar with these two main categories of sales tactics, though, you might be wondering how they differ. Below, you'll learn more about the nuances between soft selling and hard selling in the supply chain and logistics industry.

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  • 9 Tips to Perfect Your B2B Sales Voicemails

    Posted On February 29, 2020 by Evan Lamolinara

    Not every lead or prospect whom you call will answer their phone. Statistics show roughly four in five B2B sales calls go to voicemail. It's disheartening when you spend your morning or evening calling buyers from your company's office, only for few or none of them to answer. Even if a call goes to voicemail, though, you may able to compel a buyer into returning your call, which could then pave the way for a sale. There are a few things you need to know, however, when leaving voicemails for buyers.

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  • 10 Tips on How to Sell to Multiple Decision-Makers

    Posted On February 19, 2020 by Evan Lamolinara

    It's not uncommon for companies to have multiple-makers. In addition to the Chief Executive Officer (CEO), other decision-makers in a company's operations may include a Chief Financial Officer (CFO), a Chief Operations Officer (COO), a Chief Technology Officer (CTO) and more. According to one study, in fact, the average company now has a half-dozen decision-makers who are directly involved in making purchases. As a B2B sale rep, you need to know what's important to each decision maker.

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  • How to Call Leads Without Being Pushy

    Posted On February 17, 2020 by Evan Lamolinara

    When calling network equipment sales leads, you should strive to convey the benefits of your company's products or services without sounding pushy. According to HubSpot, roughly one in two buyers believe sales reps are too aggressive with their sales tactics. If a buyer perceives you as being overly aggressive, he or she may look elsewhere for a networking solution to their problem. So, how do you call sales leads without being pushy?

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  • 6 Ways to Improve B2B Sales Productivity

    Posted On February 13, 2020 by Evan Lamolinara

    As a B2B sales rep, you probably know the importance of staying productive. If you aren't productive, you'll end up wasting time and energy while generating few or no sales in return. Unfortunately, research shows the average B2B sales rep is only productive for about three hours in a typical eight-hour workday. If this sounds familiar, you should check out the following tips to improve your B2B sales productivity.

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