Sales

  • Is Bad B2B Data Costing You Sales?

    Posted On November 06, 2017

    Are you using data to identify prospects, harvest leads and nurture customers through the sales cycle? If not, you should. The right data can make a world of difference in business-to-business (B2B) sales. Rather than blindly reaching out to prospects, you can use a more methodical, data-driven approach. With that said, however, you should beware of the dangers of using bad data.

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  • 6 Tips to Maximize Exposure at Trade Shows

    Posted On November 03, 2017

    Participating in trade shows is a great way for business-to-business (B2B) companies to attract prospects and build greater brand recognition. B2B audiences often need nurturing before they will buy a product or service. By setting up a booth at a trade show, you'll have an easier time networking with prospects and nurturing them through the sales cycle. However, you should follow the tips listed below to generate maximum exposure for your B2B company.

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  • 6 Things to Consider When Selling Industrial Construction Equipment Online

    Posted On November 02, 2017

    Many suppliers of industrial construction equipment focus strictly on local sales, believing there's no benefit to going "online." However, the truth is that all business-to-business (B2B) companies can benefit from selling their products and services online, including construction equipment suppliers. But if you're thinking about selling industrial construction equipment online, there are a few things you'll need to consider.

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  • B2B Tips for Key Account Selling

    Posted On October 31, 2017

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  • B2B Marketing: Are You Reaching the Decision Makers?

    Posted On October 30, 2017

    If you aren't, you'll probably have a hard time selling your products or services. In business-to-consumer (B2C) sales, all prospects are "decision makers." They have the authority to choose and buy their own products or services, without requiring approval from someone else. This is in stark contrast to business-to-business (B2B) sales, however, in which prospects are often required to seek approval from upper management before making a purchase.

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  • The Recipe for a Successful B2B Sales Call

    Posted On October 26, 2017

    While many business-to-business (B2B) salespersons have shifted towards inbound marketing technique, conventional sales calls remains one of the safest and most effective ways to generate leads and sales. Whether you sell a B2B product or service (or both), you can reach prospects by calling them. Like all sales methods, however, not every prospect whom you reach will buy your product or service. But there are ways to increase your chances of success, including the tips listed below.

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  • B2B Digital Marketing Trends to Watch in 2017 and Beyond

    Posted On October 23, 2017 by Robert Smith

    Business-to-business (B2B) marketing continues to evolve with each passing year. As a result, marketers and salespersons need to familiarize themselves with the latest trends; otherwise, they'll get left in the dust by their competitors. So, what kind of B2B marketing trends can you expect to see more of in 2017 and beyond?

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  • How to Forge Stronger B2B Relationships

    Posted On October 17, 2017 by Robert Smith

    In business-to-business (B2B) sales, relationships mean everything. Strong relationships with clients means more sales. Rather than buying your product or service just once, perhaps a client will buy it half a dozen times. Furthermore, these clients may recommend you to other prospects, which can also yield more sales for your company. To reap these benefits, however, you need to foster strong B2B relationships.

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  • 5 Commonly Overlooked B2B Lead Prospecting Opportunities

    Posted On October 16, 2017 by Robert Smith

    Lead generation is a fundamental step in business-to-business (B2B) sales. Without leads, you won't have anyone to pitch your product or service to. Furthermore, leads allow you to prioritize your sales tactics to generate a stronger response. If a particular prospect has expressed strong interest in your product or service, you can target him or her first. Unfortunately, though, many B2B salespersons overlook the following lead generation opportunities.

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  • How B2B Sales Differs from B2C Sales

    Posted On October 11, 2017

    It's a common assumption that selling a product or service requires the same approach regardless of the person to whom you are selling it. While some tactics are universal, others require specific approaches depending on whether the target audience is consumers or business owners and professionals. Business-to-business (B2B) sales, for instance, requires a different approach than business-to-consumer (B2C) sales.

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