As sales reps, we’re constantly leaning on marketing’s resources to create sales enablement tools. But today’s marketers are talking about content marketing. The typical purpose of a content marketing approach is to generate leads, so how can you use...
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...
Today, thanks to the abundance of resources online, finding leads is easier than it’s ever been. But finding the right leads is more challenging than ever. Social media and marketing automation make it a lot easier to find a high volume of leads, but that leaves a lot...
As the continuous cycle that is the sales process rolls on, sales’ need to capture more and more business grows. That’s why the sales representatives that are truly successful know the difference between sales inquiries, sales leads, marketing and sales qualified...
It’s easy to tell when your client has crossed that threshold from “interested” to “paying customer”. Consider what you do when buying a new electronic. As a buyer you take time to evaluate your needs, shop around, and eventually make a...