How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Case studies are among the most effective VBRs (viable business reasons) out there. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer. Maybe that’s why they’re among the most sought-after sales collateral types.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

We’ve taken DiscoverOrg’s available data on political donations and matched it to the prospect’s job and seniority level for a unique way of looking at political affiliation among B2B decision-makers: Based on donations, do political affiliations vary by role and/or seniority level?

Build a B2B Sales Organization from the Ground Up

Alice Heiman

Start building your B2B sales organization by laying a foundation for success. Construct a Sales Funnel. The post Build a B2B Sales Organization from the Ground Up appeared first on Alice Heiman, LLC. Building Relationships Business Owners Closing the deal Entrepreneurs Hiring salespeople lead generation Sales Sales leadership Setting Goals B2B Sales Founders Sales Organization start up

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Q3 B2B Tactical Sales Resources

Score More Sales

You’ll gain confidence speaking, learn how to better offer constructive suggestions, and improve leadership skills. You can also ask your best B2B sales questions at Sales Gurus that Docusign hosts. What are YOUR suggestions for great, B2B sales professional development resources?

What makes a stellar B2B sales person?

Artesian Solutions

In his role as Territory Account Executive Andrew works in the Architectural, Engineering and Construction (AEC) Industry, managing direct and indirect deals by leveraging partners and driving sales through the channel to fulfil customer needs. The post What makes a stellar B2B sales person?

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How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

B2B Sales Reps compete with their peers for sales support resources. In B2B environments, there are never enough product experts to support sales. Download this tool to help you construct your virtual sales support team.

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Re-humanising B2B customer engagement through the power of technology

Artesian Solutions

Harnessing the power of technology to re-humanise B2B customer engagement – sounds like an oxymoron doesn’t it? More specifically how to harness its limitless power and potential to re-humanise B2B customer engagement.

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6 Steps to Build a B2B Sales Organization from the Ground Up

Alice Heiman

Construct a Sales Funnel . Step 5: Construct a Sales Funnel . The post 6 Steps to Build a B2B Sales Organization from the Ground Up appeared first on Alice Heiman, LLC. Business Owners Hiring salespeople Prioritizing Sales leadership Sales Management Setting Goals Strategic Planning B2B Sales B2B Sales teams Founders Sales Organization StartUpsBefore you spend $100,000 or more on a salesperson, set them up for success.

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Analysing the impact of the ‘Amazon Effect’ on B2B Sales

Artesian Solutions

The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. There’s a new normal that blurs the lines between B2B and B2C”. Buyers are demanding more agile and responsive B2B sales practices. Sales Excellence Amazon effect B2B Sales

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)


I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. B2B marketers ignore it at their peril.”. B2B Sales Cold CallingCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies?

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6 traps successful women avoid in b2b sales

Sales Training Connection

Successful Women in B2B Sales. Selling in B2B accounts is not easy for any salesperson. Successful female salespeople come to every B2B sale knowledgeable about their product, competition, and the customer.

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The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation


The Keystone is the wedge-shaped stone piece at the apex of a masonry vault or arch, which is the final piece placed during construction and locks all the stones into position, allowing an arch to bear weight. [1]

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The Reinvention of the B2B Salesperson


Given the advancement of B2B e-commerce and innovative sales and marketing technology, sales people no longer control a B2B buyer’s entire journey. Now, B2B buyers conduct a majority of their research online and often are close to a decision before ever even contacting a sales representative. From healthcare to construction to manufacturing, B2B salespeople often don’t have the luxury of product differentiation. The new age of B2B selling.

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An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

Everyone has egos, but we don’t let it get in the way of being coached, and that makes constructive criticism a lot easier. DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


These concerns are consistent with 2017’s results and are problems for B2B sales teams working their way through all stages of their sales cycles. Often enough, Value Propositions are not constructed with enough flexibility for how your sales teams have conversations.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

In B2B sales, it’s time. Construction. Sales Strategies Scoops Seasonal Holiday Trigger Events B2B Sales Insights end of quarter end of year most popular new year Prospecting sales pitch sales prospecting Sales Tips

Most Market Share Battles Are Lost, Not Won


Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They have a great product for the industrial marketplace (construction, mining, etc.). B2B Growth Strategy

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

All b2b sales leaders have been guilty of at least one of these if not all of them and they are guilty of others not mentioned. Sales Leadership B2B Sales b2b sales leadership b2b sales management b2b sales team developoment Sales Sales Team Development

You Have a Board of Directors, Now What?

DiscoverOrg Sales

Company Updates Sales Leadership & Management B2B B2B Sales Insights Henry Schuck Sales Leadership Skills ValueThe life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment.

The Importance of Giving Feedback in Inside Sales

Score More Sales

In working for 22 sales leaders in my tenure as a technology sales rep, I’d say that the very best of my managers or leaders gave me constructive and supportive feedback. Where did you learn to give good, constructive feedback that helps others?

Collaboration for Mid-Market Sales Growth

Score More Sales

Be open to criticism and ask for it to be constructive. Imagine being around the same people and ideas every day.

Inside Sales Power Tip 141 – Get a Second Opinion

Score More Sales

Here are the key points: Find someone whose opinion you trust – not just a “yes man” or “yes woman” You need constructive suggestions. In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated.

Money Monday – Speak Up

Score More Sales

The worst news can be packaged in a way that it is constructive and helpful rather than scathing complaints and condemnation. Knowing how to speak up on behalf of what your customer needs is one of the most important things you can do as a seller.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

Your feedback will make it most constructive so feel free to comment and we can get other perspectives here. We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index.

Ten ways Artificial Intelligence is helping shape highly successful seller behaviours

Artesian Solutions

But the world of B2B sales is fast moving, and since we published our blog significant developments in tech innovation, particularly artificial intelligence have resulted in dramatic changes to ways in which sellers sell.

Why You Need Social Influencers

Sales and Marketing Management

B2C companies that harness this trend of reaching ad-skeptical consumers are beefing up their coffers big time, so why are some B2B companies not following suit? B2B entities wrongly think they’re selling to just corporations.

S**t Happens – Why it’s OK Sales People/Leaders Miss Quota

A Sales Guy

” If the sales leader or rep has a strong, well constructed, well supported answer and plan to fix, then the rest is easy. Uncategorized B2b quota b2b sales management sales insight Sales Leadership VP Sales Your sales VP is going to miss quota. Her sales directors are going to miss quota. Their sales managers are going to miss quota. Sales people are going to miss quota.

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CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. Tenured B2B Marketing CMO''s look forward to the mid-year QBR like one desires a root canal. This is in sharp contrast to World Class B2B Marketing engagement.

Gartner Sales & Marketing Conference Recap


In the first session of the conference Scott Collins, VP of Advisory at Gartner , shared a recent study of 750 B2B buyers. Historically, we’ve thought about B2B buying as a linear progression: moving from digital marketing to in-person sales meetings.

WITCE Wednesdays – Consumer Confidence (Economic Indicators)

A Sales Guy

Like all things connected, when companies see consumer confidence fall they then pull back themselves, retail reduces inventory, banks tighten lending, manufacturers slow production, home builders reduce construction starts. WITCE Wednesdays b2b sales insights Consumer confidence

Get Some More Sales INDIA now!

Bernadette McClelland

Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013. Get Some More Sales INDIA now!

Book Review: The Gamification Revolution

Sales Benchmark Index

The concept of gamification is catching on in B2B sales and marketing. Let’s explore the applicability of “points”, a game mechanic, to the world of B2B sales. All of which apply to the world of B2B sales. If I was to offer any constructive criticism it would be this.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. For more than 20 years, she has been focused on driving intentional, measurable revenue growth for B2C and B2B companies as both an in-house marketer and a consultant.

Are You Limiting Your Business Success Opportunities?

Increase Sales

The rise of customer retention is probably why sales enablement has become so critical to many B2C and B2B organizations. When these metrics have been established and a plan of action has been constructed from the Senior Executive Management Team that will cascade down through the organization, measuring relationships will become much easier.

What Does “Insight” Mean In 2019 And Beyond?

Partners in Excellence

The concept of providing our customers rich insight has become “standard” for complex B2B selling for at least the last 7 years. Some of us have been doing that all our careers-without knowing that we are providing insight.

The Straight-Forward Guide to Target Markets

Hubspot Sales

For example, if you’ve created a B2B Software product that helps remote construction teams, you’d probably focus on other companies within the construction industry. Every sales team and entrepreneur need to know their customer. Who is the ideal fit for your offering?

5 Proven Steps to Sell Smarter

Sales Benchmark Index

84% of B2B Decision Makers Begin their Buying Process with a Referral.” Implementing a well-constructed plan will get you there. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize.

22 Incredible Small Business Opportunities for 2019 and Beyond

Hubspot Sales

Construction. This could entail constructing new government buildings or updating or maintaining existing buildings. Almost all B2B companies have a need for leads.

Sales Tips: Honest Customer Feedback is the Cure for Insanity

Customer Centric Selling

You can steer them to positive features of the solution or favorable aspects of the contract terms, but being honest is key to becoming a trusted advisor, a key position in B2B sales. Explain that constructive criticism will help you be more successful.

The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

A well-constructed theme should serve as the SKO’s center of gravity, and should support the overarching objective of the meeting (e.g., Jim has more than 30 years of experience driving B2B sales productivity and previously led the sales enablement research practice at SiriusDecisions. Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching.