Blog

  • Q&A with Evan Lamolinara: Selling in a Time of Crisis

    Posted On April 06, 2020 by Evan Lamolinara

    B2B sales reps and marketers have had to make a variety of adjustments. The pandemic has put ‘business as usual’ on hold, sending many people home to work. This ‘New Normal’ is causing sales and marketing to figure out new ways to uncover potential sales opportunities. We asked Evan Lamolinara, President of SalesLeads to give us some insights into selling in a time of crisis. Q: Sales has quotas, and marketing has KPIs. How can you keep from falling too far behind?

    Read More
  • 9 B2B Sales Tips on How to Deal With Unresponsive Prospects

    Posted On March 18, 2020 by Evan Lamolinara

    As you've started to work from home, you may have noticed most of your calls are going into voicemail. It's frustrating, no doubt. However, there are other ways and channels that can...and should be used. Right now, prospects can be on-site at work, working from home, or a combination of the two. Being thoughtful on when to contact, as well as clear on your message is more important now...than ever.

    Read More
  • 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.

    Read More
  • Are You Asking B2B Prospects the Right Questions?

    Posted On March 17, 2020 by Evan Lamolinara

    When communicating with B2B prospects, it's important to ask the right questions. If you ask unnecessary questions -- or if you don't ask any questions -- you won't be able to gain insight into their unique needs. As a result, you'll experience greater difficulty when selling your B2B company's products or services. So, what type of questions should you ask buyers?

    Read More
  • Generating Business in Times of Chaos

    Posted On March 17, 2020 by Evan Lamolinara

    Each day has brought new information on the coronavirus or COVID-19. It has created fear, chaos and uncertainty. As sales and marketing professionals, we know that this combination can bring a halt to your business. But it can also generate new relationships and opportunities. That’s what we’re going to focus on today.

    Read More