• How to Bypass Spam Filters When Cold Emailing B2B Buyers

    Posted On May 27, 2020 by Vince Antoine

    Cold emailing is a time-tested sales tactic that involves sending commercial emails to prospective buyers with whom you've had no prior contact. If you know a prospective buyer's email address, you can send him or her a cold email. In this cold email, you can introduce yourself while explaining what your B2B company does.

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  • As the Trade Show Sales Leads Channel Disappears, Others are Found or Re-Discovered

    Posted On May 26, 2020 by Cherise Kennerley

    Trade shows have had a long history of ups and downs. About 25 years ago, trade shows were all the rage. Companies would send multiple people, aisleways were packed and there were so many trade shows to choose from, you could be gone every day of the year, and maybe you’ll hit them all. Exhibitors would walk out with stacks of business cards. It would take sales and marketing a long time to follow up, just to find those precious few that would turn into sales.

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  • Crafting the Virtual Presentation

    Posted On May 25, 2020 by Cherise Kennerley

    Last week, the Observer posted an article how Facebook and Google are allowing most employees to work from home permanently. Facebook even said it will begin taking job applications for remote positions later in 2020. The pandemic taught us one thing for sure: we can adjust to working from home and we can be just as productive…and even more productive as a result. What has been a challenge is taking a new opportunity and selling it from start to finish remotely.

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  • What Is a Buyer Persona In B2B Sales?

    Posted On May 21, 2020 by Evan Lamolinara

    Have you heard of buyer personas? They've become an increasingly popular tool used by B2B sales reps in recent years. According to some studies, nearly half of all B2B sales reps use buyer personas. It allows them to use highly relevant, as well as targeted, sales activities that ultimately results in increased sales. Before you can start using buyer personas, though, you must first understand how they work.

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  • Cold vs Warm vs Hot B2B Leads: What's the Difference?

    Posted On May 20, 2020 by Evan Lamolinara

    Your B2B company won't generate many sales unless it has a steady supply of high-quality leads. Research, in fact, shows that over six in 10 sales reps say lead generation is one of their top priorities. Without leads, you'll have to blindly search for prospective buyers, and only after identifying a prospective buyer can reach out to him or her to pitch your B2B company's products or services. While all leads consists of prospective buyers, there are several types of B2B leads, including cold, warm and hot.

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  • How to Improve Customer Service in the B2B Industry

    Posted On May 19, 2020 by Evan Lamolinara

    Customer service plays a key role in the B2B sales cycle. Companies that offer poor customer service such as not calling back or unable to get timely information, will not only struggle to attract interested or serious buyers; they'll also struggle to retain them. According to a study by PWC, nearly nine in 10 B2B buyers will pay more for a product or service if the company that sells it offers excellent customer service. By making a few adjustments to your sales strategy, you can achieve a higher level of customer service to maximize your B2B company's sales revenue.

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  • 7 Reasons B2B Office Supplies Buyers Abandon Their Shopping Carts

    Posted On May 18, 2020 by Evan Lamolinara

    Does your office supplies company sell its products or services online? While you can always use offline channels to connect with buyers, the internet can open the doors to a world of new sales opportunities. When using the internet, you can promote your office supplies company's products or services in front of a larger audience. Unfortunately, though, not all buyers will follow through with the online sales process. Some of them may add a product or service to their cart, only to abandon their cart before submitting their payment information. To convert these digital buyers, let's address why they are abandoning their carts.

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  • 5 Reasons to Embrace Automation in B2B Sales

    Posted On May 15, 2020 by Evan Lamolinara

    How many steps in your B2B company's sales process do you automate? Some sales-related tasks work best when performed manually. Others, however, can and should be automated. Neglecting to embrace automation is a serious mistake that will place your B2B company at a disadvantage to its competitors. So, if you've been reluctant to automate sales-related tasks in your day-to-day activities, you should consider making the switch to automation for the five following reasons.

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  • Does Cold Calling Still Work for B2B Lead Generation in 2020?

    Posted On May 14, 2020 by Evan Lamolinara

    Defined as the act of calling prospective buyers with whom you've had no prior contact, cold calling is an age-old technique used by B2B companies to generate leads. From small- and medium-sized enterprises to Fortune 500 companies, countless B2B companies use it to generate leads. Now that we're well into 2020, some B2B sales reps are questioning whether or not cold calling is still effective. After all, the internet has paved the way for other lead-generation methods, such as social media and email. So, does cold calling still work for lead generation in 2020, or should you focus your time and attention on other methods?

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  • What Is 'Sandbagging' in B2B Sales?

    Posted On May 13, 2020 by Evan Lamolinara

    Have you heard of sandbagging? No, the term doesn't refer to building walls of sandbags. It's actually a sales process used in the B2B industry. B2B sales reps use it to improve their ability to meet sales quotas. While sandbagging can prove useful for this purpose, though, it isn't always beneficial. For a better understanding of sandbagging and how it works in the B2B industry, let's get started.

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