To increase your B2B sales productivity, you should always be on the lookout for effective online and offline marketing techniques and tools. As you know, the internet provides a huge platform for engaging and marketing with other businesses. Some of the proven online...
Competing for business with companies that are bigger or more established than yours may seem like an impossible task at times, but it really is not. These five tips will teach you how to go from underdog to winner. 1. Highlight Yourself as the Underdog Businesses...
InsideView today released some findings from our customer, Rosetta Stone, regarding their sales success in 2012. The stats? Rosetta Stone’s Corporate Sales team has increased lead-to-opportunity conversion rate by 22%, win rate by 12%, and average deal size by...
When the pressure is hot to close at the end of the month, the quarter, or the end of the year, we start looking for deals to squeeze in before the next period begins. Sometimes we’re lucky to have found those extra deals at the beginning of the closing period, but...
In most business organizations, more than one individual holds decision-making responsibility. This is especially true when there is a large volume order or a very costly item. When multiple executives weigh in on a purchase decision, a salesperson has to work harder...
Trying to identify who makes the buying decisions in a business can be one of the hardest parts of a B2B sale. There are often several gatekeepers between you and the ultimate decision-makers, and it’s not always easy to know how to get by them. These 5 questions will...