• How to Introduce Yourself When Cold Calling B2B Buyers

    Posted On May 04, 2020 by Evan Lamolinara

    Do you use cold calling to generate B2B sales? Assuming you target qualified leads, it can have a substantial impact on your B2B company's sales revenue. According to one study, nearly six in 10 C-level executives to communicate with B2B vendors and suppliers by phone. Because cold calling specifically involves calling leads with whom you've had no prior contact, however, you must quickly introduce yourself while explaining the reason for your call. So, what's the best way to introduce yourself when cold calling B2B buyers for sales purposes?

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  • The Dangers of Low-Quality Industrial Sales Leads: What You Should Know

    Posted On May 01, 2020 by Evan Lamolinara

    Not all industrial sales leads are made equal. As a sales rep, you're probably aware that some industrial sales leads are more likely to convert than others. You may spend countless hours trying to convert an industrial sales lead, all to no avail, whereas other sales leads may voluntarily purchase your industrial sales company's products or services with little or no work on your behalf. While allowing a few low-quality industrial sales leads to dilute your industrial company's database may sound harmless, it's a serious problem that can jeopardize your industrial company's success in several ways.

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  • How Content Marketing Can Keep Your Moving Company Afloat During Slow Periods

    Posted On April 30, 2020 by Evan Lamolinara

    Is your moving company experiencing a slow period? There are ups and downs in all industries. When a slow period occurs, however, it can have a serious impact on your moving company's revenue. With fewer sales, your moving company may be pushed out of market by its competitors. The good news is that content marketing can help keep your moving company afloat during slow periods in several ways.

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  • Why You Should Target Mobile Buyers in Your B2B Sales Strategy

    Posted On April 29, 2020 by Evan Lamolinara

    Are you targeting mobile buyers in your B2B company's sales strategy? If not, you should be. Neglecting to target mobile buyers is a serious mistake that will likely cost your B2B company sales. In this post, we're going to reveal the importance of targeting mobile buyers in the B2B industry.

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  • 7 Essential B2B Sales Metrics You Need to Track

    Posted On April 28, 2020 by Evan Lamolinara

    What B2B sales metrics do you track? Even if you have a well-planned sales strategy, you really won't know whether it's working unless you track the right sales metrics. By tracking the right sales metrics, you'll see quantifiable data regarding the impact on your sales efforts. Here are seven essential B2B sales metrics that all B2B sales reps should track.

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  • Cancellation of Trade Shows Have Sales, Marketing & Owners Pursuing Unexplored Lead Generation Channels

    Posted On April 25, 2020 by Evan Lamolinara

    This isn’t an easy time for anyone. Like everyone, we hope this is a rare occurrence and that this will end sooner rather than later. However, we still need to deal with the reality of what’s in front of us. The benefits of being in sales, marketing or a business owner is that we’re creative and resourceful. And right now, we certainly need to be. The shelter in place order has taken out one of our sources for lead generation: trade shows.

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  • Selling to C-Level Executives: What You Should Know

    Posted On April 23, 2020 by Evan Lamolinara

    You can't expect a prospective B2B buyer to purchase your B2B company's products or services unless he or she has purchasing authority. Low-level workers typically can't make purchases on behalf of their business. Rather, it's the C-level executives who tend to have purchasing authority. If you're planning to target C-level executives with sales offers, though, there are a few things you should know.

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  • 9 Tips on How to Research Leads Before a Sales Call

    Posted On April 22, 2020 by Evan Lamolinara

    Many industrial sales reps make the mistake of immediately calling sales leads after securing their information, believing it offers the greatest chance of generating a sale. Generally speaking, the sooner you make initial contact with a lead, the better. If you wait too long, the sales lead may purchase products or services from one of your industrial competitors. With that said, you should still take the time to research sales leads before calling them. By following these tips, you'll gain a better understanding of the unique needs of your industrial company's leads, which you can use to customize your sales call.

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  • How to Improve B2B Sales Productivity When Working From Home

    Posted On April 21, 2020 by Evan Lamolinara

    Not all B2B sales reps work from a commercial office. In recent years, many have begun performing some or all of their work from home. According to the U.S. Bureau of Labor Statistics (BLS), in fact, 24% of all workers in the United States work from home. As a B2B sales rep, though, working from home poses several challenges, one of which is trying to stay productive. If this sounds familiar, you should consider the following tips to improve your B2B sales productivity when working from home.

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  • What Is AIDA In Industrial Maintenance Sales?

    Posted On April 20, 2020 by Evan Lamolinara

    Have you heard of AIDA? Short for "Attention, Interest, Desire and Action," it's become a hot topic among industrial maintenance sales reps. It shows the steps that a typical buyer from the moment he or she becomes aware of a product to the time he or she purchases the product. By utilizing AIDA, industrial maintenance sales reps can gain a better understanding of how prospective buyers move through their sales pipeline.

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