Sun.Apr 10, 2022

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Discovery resistance in complex B2B sales

Membrain

At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated. He was selling highly complex software as a service application to chemical, drug, and oil companies.

Chemicals 140
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Pipeliner’s Powerful Details and Forms

Pipeliner

Because of the sheer number of features we are regularly releasing (more than any other vendor in our space), we haven’t had the chance to spotlight two very powerful new features that came out with the last Pipeliner CRM release. Now we will—for you should really know about them. Customizing Details. For every one of the entities viewable in Pipeliner—opportunity, account, contact, lead, task and activity—the user has always been able to view various entity details.

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Weekly Recap, April 10, 2022

Selling Energy

Here are our sales-enhancing tips from this week's Selling Energy Blogs.

Energy 69
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THE Sales Methodology That Will Explode Your Team’s Sales Pipeline

Vengreso

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? Most sales training companies and sales teams subscribe to a sales method but generally, it covers from “hello to close” That’s the phase from the moment you say hello, begin building rapport and trust, all the way to learning how to effectively negotiate a contract and close. .

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.