Janek Performance Group
AUGUST 23, 2023
Of course, B2B selling is different. Also, B2B sellers must guard against negative stereotypes. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves.
MarketJoy
JULY 23, 2020
Do you ever wonder how these seemingly successful sales reps always seem to be interacting with new prospects and closing more deals, raking in commissions, earning bonuses, and prizes? They prospect, prospect, and then prospect some more. They prospect like there is no tomorrow. They prospect like fanatics.
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Zoominfo
AUGUST 30, 2022
In the last year alone, our data shows that the words “GDPR” and “Marketing” were mentioned together over 30,000 times on prospect calls. The ePrivacy Directive , passed in 2002, was created to reinforce privacy by protecting the confidentiality of communications and establishing rules for tracking and monitoring data subjects.
SBI Growth
JULY 13, 2013
Dave worked for Paul from 2002-2008. For the last 2 years, Dave ignored the larger trends in B2B selling. And that Dave has two choices: Ignore the trend that is sweeping B2B selling. Customers/Prospects- Nowhere in Dave’s strategy did he embed a way to listen to customers and prospects in a real time fashion.
Pointclear
JANUARY 15, 2013
What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.
Customer Centric Selling
APRIL 29, 2015
No Prospect. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. This core concept was written well before B2B buyers were leveraging the Internet and social networking to better understand what offerings are available prior to contacting salespeople.
Partners in Excellence
FEBRUARY 6, 2019
AI offers great promise in helping better identify, segment, and target our prospects. For years, technology has provided outstanding solutions to help sales people be more relevant in engaging customers and prospects, yet fewer than 10% of the people contacting me appear to be using it. I’ll stop here.
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