Blog

  • 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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  • 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?

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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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  • How to Deal With B2B Buyers Who Reject Trigger Events

    Posted On February 19, 2020 by Evan Lamolinara

    Monitoring a target company's operations for trigger events can help you identify highly qualified B2B buyers. If you're trying to sell commercial construction services, for instance, trigger events to consider monitoring include expansion or an increase in budget. If a target company is planning to expand its operations into a new area, or if the target company has announced a budget increase, you want to contact them to pitch your B2B company's commercial construction services. But how exactly do you deal with B2B buyers who reject trigger events?

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  • Is Your B2B Company's Contact Data Secure?

    Posted On February 17, 2020 by Evan Lamolinara

    If you operate a B2B company, you probably know the importance of securing the contact data of prospects and buyers. When leaked, this data could be sold on the black market to other companies, as well as hackers or other nefarious individuals, which can adversely affect your B2B company's sales strategy and revenue.

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