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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  • Are Leads Not Responding to Your B2B Company's Emails?

    Posted On November 18, 2019 by Evan Lamolinara

    What's the response rate of your B2B company's emails? Statistics show B2B buyers prefer to communicate with vendors by email over any other channel, including phone and website contact forms. Just because you send an email to a lead or prospect, however, doesn't necessarily mean he or she will respond to it. The good news is there are ways to improve email response rates and achieve greater success with your B2B company's email marketing strategy.

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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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  • 5 Mistakes That Can Cost Your B2B Company Key Accounts

    Posted On July 08, 2019 by Evan Lamolinara

    Some customers will drive more revenue for your B2B company than others. Known as key accounts, they typically purchase larger volumes of products or services -- and they purchase those products or services more frequently than other customers. By focusing your sales efforts around key accounts, your B2B company will benefit from increased sales. Unfortunately, though, it's not uncommon for key accounts to leave a B2B company. If you're guilty of making one or more of the following mistakes, you can expect to lose some or all of your B2B company's key accounts.

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