Category Sales

A Is For Authenticity

By in Business Management, Operations, Sales Tag , , ,

BY LINDSEY ANDERSON for biznology My series on the ABCs of Sales Leadership begins with Authenticity. Authenticity is one of the most important traits for a leader to embody and is critical for effective management, especially sales leadership. Sales, as a profession, is burdened with outdated archetypes like the sleazy snake oil salesmen or shifty, high-pressure car sales guy; so operating with authenticity and integrity is important in sales to counter these cliches. Authentic sales leaders are trusted advisors to their teams, peers, clients, and partners.  Why Authenticity is Critical What exactly is “Authenticity?” It means being honest, open, and willing to show your humanity…

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Relationship Now, Revenue Later

By in Finance, Revenue Tag , ,

by MATT BELL for MessageUp Hi there! Matt here, from MessageUp. I like to think that B2B sales are built on strong relationships. After all, the sales cycle is slow and usually involves many interactions between buyer and seller before a deal is consummated. Sadly, however, that’s idealized and naïve. Many B2B businesses are focused foremost on making the sale, with relationship-building a distant second. Making the quarterly and monthly numbers is more important than taking the time to understand and engage with customers. I can sense your eyeballs rolling. “Get off the soapbox, Matt,” you’re thinking. “That was true…

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Harnessing Real-Time Customer Data to Propel Business Decisions

By in Sales Tag , , , ,

by Layla Colson from entrepreneurtech.org In the digital era, the capacity to make data-driven decisions is a game-changer. Businesses have access to a vast amount of real-time customer data that can be harnessed to identify trends, track sales, monitor customer activity, and more. Leveraging this data effectively can lead to insightful decision-making, enhanced planning, and improved customer engagement. Let this guide shared by Keystone6 show you how to get things started. Use Data for More Insightful Decision-Making Data is the lifeblood of modern businesses. Real-time customer data provides invaluable insights into customer behavior, preferences, and needs. It enables businesses to…

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Using AI to Build Stronger Connections with Customers

By in Artificial Intelligence and Machine Learning, Sales Tag , , , , , , , ,

by Maureen Burns, Sharona Sankar-King, Priscilla Dell’Orto, and Eduardo Roma for the Harvard Business Review The surge of generative artificial intelligence (AI) applications is spurring exciting innovations and consumer experiments, but it also worries many people who are concerned about data privacy or only being able to communicate with a company through a bot. These concerns are especially acute in industries where customer interactions and data privacy are critical, such as banking or healthcare. Some level of anxiety typically accompanies breakthrough technologies, and it’s natural to worry about a technology that mimics human intelligence. As this new class of large…

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Four free ways your CRM can drive more value across the business

By in Business Management, Sales Tag , , , ,

by Luke Metcalfe for velocity CRMs are a bit like Swiss Army Knives. Despite their versatility, most folks only ever realize a fraction of their potential (whether that’s slicing open Amazon packages or storing lead data). But here’s the thing: unlocking your CRM’s potential is essentially free. So step forward, MarkOps friend. Here are four free ways you can use your CRM to drive more value across the whole company.  #1: Refine your ICP by feeding your CRM better data  You can look at your CRM in two opposing ways: as dumb storage or as a queryable database. Most businesses default to…

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B2B Research Methods 101: How to Start Reading Customers’ Minds

By in Marketing, Sales Tag , , , ,

By Gisella Tan for Contently Customers can surprise you. Are you planning on launching an awesome new product feature? Shoppers might hate the added complexity. Collaborating with an influencer on a March Madness giveaway? You could find yourself in the center of a culture war. To avoid these common pitfalls that plague brands, you’ll need to add B2B research methods to your marketing toolkit. By uncovering key insights about your customers, you’ll not only understand what makes them tick, but you’ll also discover new opportunities to deliver a better customer experience. There’s no doubt that companies who know their customers inside and…

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The State of B2B Sales in 2023

By in Sales Tag , , ,

by Ayaz Nanji by MarketingProfs B2B sales leaders say they are experiencing longer sales cycles and more opportunities being lost to no decision this year, according to recent research from RAIN Group. The report was based on data from a survey conducted in 2023 among 322 B2B sales leaders from around the world. Some 43% of respondents say the sales cycle timeline for deals has increased over the past 12 months, 41% say it has stayed the same, and 16% say it has decreased. Some 44% of B2B sales leaders say the share of potential deals lost to no decision has increased over the past…

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10 Ways Marketers Can Use AI to Improve Sales

By in Artificial Intelligence and Machine Learning, Sales Tag , , , ,

by Linda Emma for MarketingProfs AI is here to stay, in spite of recent tech overtures to put on the brakes. Whether you choose to ignore it, embrace it, or teeter in between depends on where you intend to take your business. But if everyone else is onboard and you're not, don't expect to be thrown a life ring when your choice leaves you treading water. Artificial intelligence is a powerful tool that can help you define and home in on your ideal client, build marketing campaigns, measure results, and plan for the future. Try these 10 ways to use AI to…

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Prescribing Success: Insights from Sarah Downs

By in Sales

BY PAUL FULLER for MemBrain Ever wondered how a background in nursing could shape a unique and effective sales approach? Join us as we get down to the nitty-gritty with Sarah Downs, Founder and Partner of Doqaru. Sarah shares how her background in nursing has shaped her approach to sales, likening the process to a patient's journey from evaluation to diagnosis. Importance of Strategy Execution and Action - 8:03  Paul and Sarah highlight the significance of executing plans rather than just strategizing, while the prevalent yet problematic reliance on consultants without taking tangible steps forward.  Sarah draws insightful parallels between strategy and trauma…

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4 Pillars of B2B Brand Trust: How to Build Customer Confidence

By in Sales Tag , , ,

BY YOUNG ENTREPRENEUR COUNCIL for INC. In today's digital-first world, trust has become a precious commodity. Buyers are savvier and more suspicious. The good news? You can still earn their loyalty. Here are what I see as the four pillars of business-to-business brand trust and some practical tips on how you can create healthy business relationships with your customers.  Four Pillars of B2B Brand Trust Trust comes from showing competence, integrity, reliability and empathy in all interactions with B2B buyers.  1. Competence You need to demonstrate that you are a capable and knowledgeable partner. This means building a team of experts, staying up-to-date on industry…

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