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To Convey More Value to Buyers, Ask The Right Questions

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 the Process for Closing Deals Online

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

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.
Staging Effective Virtual and Hybrid Events

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

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.
Stand Out from Competitors at Your Next Trade Show

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

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

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.

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