• 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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  • Using Geographic Segmentation to Enhance B2B Marketing

    Posted On October 06, 2017

    Business-to-business (B2B) marketing strategies can typically be broken down into one of two categories: targeted and untargeted. Targeted marketing means creating and directing your messages to a specific audience. With untargeted marketing, you create a general message for a non-specific audience in hopes that some of the recipients will be interested in it. On the other hand, targeted marketing focuses on a specific message for a specific audience; thus, resulting in a higher conversion rate.

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  • Enhance Your B2B Marketing Strategy with Video

    Posted On October 05, 2017

    Video is an untapped resource that many business-to-business (B2B) companies overlook. Granted, creating and promoting videos consumes resources, but it's usually worth the investment. According to a study cited by Forbes, 59% of B2B executies prefer watching video instead of reading text. Therefore, you B2B salespersons should use video to reach these coveted decision-makers.

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  • 6 Practical Tips to Sell More Construction Equipment

    Posted On October 03, 2017

    Selling construction equipment requires a different approach than selling traditional consumer goods. With your target audience being other business owners and professionals, you'll need to adjust your approach accordingly. So, if you're looking to sell more construction equipment, consider the following six tips.

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  • How to Attract More Email Newsletter Signups

    Posted On October 03, 2017

    Email remains one of the most cost-effective marketing channels for business-to-business (B2B) companies. Once you've acquired a prospect's email address, you can continue to send him or her promotional messages for as long as they remain subscribed. So, while other marketing channels may only yield a single sale per customer, email can generate multiple sales from each customer.

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  • Considering a CRM? Here's a Few Things to Consider.

    Posted On September 19, 2017 by Evan Lamolinara

    The right customer relationship management (CRM) system can make a world of difference in your ability to acquire new customers, retain existing customers, and ultimately foster stronger and more meaningful relationships with your company's target audience.

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