To Convey More Value to Buyers, Ask The Right Questions
The ability to convey meaningful value is what keeps potential clients engaged and motivated throughout the sales process. Asking the right questions is vital to communicating value.
Refining Your Closing Process to Accommodate Online Negotiations
At least some part of sales negotiation has shifted permanently to online. Body language and other aspects of in-person conversations won't play a role, but other strategies have become more important. Keep these tips in mind.
Qualifying Opportunities: Your Sales Growth Superpower
Lack of quality opportunities clogs your pipeline, causes inaccurate forecasts and causes sales professionals to miss their goals. There are three areas you can focus on to improve the quality of your opportunities and their odds of a successful close.
Hosting Effective Virtual and Hybrid Events
Virtual and hybrid events are here to stay. Leveraging collaborative technologies has become vital to success.
Neuroscience-Backed Steps for Persuasive Virtual Sales Presentations
Neuroscience has revealed some important elements of virtual sales presentations that should become a staple of your teams' playbook.
3 Strategies to Adapt to the Changing B2B Sales World
Sales teams that adapt to the new world order will win. Those that insist on using the same tactics they’ve always used are essentially trying to do the impossible – travel back in time.
5 Ways Marketers Can Close the Engagement Gap with Sales Enablement
Capturing the attention of the increasingly elusive B2B buyer has become harder than ever as more sales interactions happen in digital channels, buying committees continue to grow and buyers conduct more self-guided research. The answer lies in building a full-scale, comprehensive sales enablement strategy.
How To Stand Out From Your Competitors at Your Next Trade Show
Return on trade show marketing investments are highest when your company stands out from competitors. Here are some ways to achieve that.
Why Competitive Intelligence Is More Important Than Ever
Marketing and sales professionals who want to build sustainable business advantages are focusing on leveraging competitive intelligence to help inform better decision-making on the front lines with sales and customer success.
5 Digital Skills to Blow Past Sales Targets
As the opportunities for closing sales through multiple channels continue to broaden, ensuring that your team is up to speed with the latest smart sales tools is critical to success.