B2B sales

Virtual Selling Is Here to Stay – B2B Marketing Article

Social Selling and digital sales tools have been steadily becoming more central to successful sales prospecting over the last 10 years. But with the recent Covid-19 outbreak, it seems B2B companies and their customers are speeding up their adoption of digital centric sales prospecting, nurturing an closings.  Don’t believe me? Read on.  79% of Companies Keeping Their New Digital Centric Sales Model A recent McKinsey & Company survey showed 79% of respondents where “very likely” or “somewhat likely” to maintain…

Read More

What Do Sales Want? Buyer Insights | Modern – B2B Marketing Article

Digital footprint Every movement and interaction these days is tracked. We’re cookied, monitored and watched (unless we opt-out of course). These digital interactions form a digital footprint and if the prospect is in your database, then it becomes hugely valuable for the sales team. First and foremost, the prospect activity history from the marketing automation platform should be connected to the CRM record so the sales team have visibility of what the prospect has engaged with. This can help direct…

Read More

Demand Generation During Coronavirus & Beyond – B2B Marketing Article

Coronavirus has turned the world, especially the sales world, upside down. Traditional sales methods like face-to-face selling and in some cases, even phone sales, have been rendered pretty much useless. Increasingly sales reps are relying instead on email, social media outreach and video-conferencing. But while our tools today are somewhat different, our sales & marketing goals haven’t changed — building relationships. Now, more than ever before, it’s time to Sell Greatly by being human first and transactional second. Now is…

Read More

5-Step B2B Marketing Plan for Covid-19 – B2B Marketing Article

Marketing careers will now be built upon unit economics. Metrics will drive every decision. This requires attribution at every step of the funnel. Gone are the days when a marketer was valued because of experience, creative insights, or things that don’t get measured with either $ or %.Marketing suffers the fate of being dependent on sales teams to close deals and operational teams to keep customers happy. Marketers must bring in the right customers (think ideal customers) to drive conversions…

Read More

11 Tips For Hosting Better Zoom Sales Calls & Meetings – B2B Marketing Article

Are you a first time Zoom user? If you’re like any of my friends, chances are the answer to that question is YES. Or maybe your team has chosen Facetime Calls, or GoToMeeting or Google Hangouts or Skype or any host of other video calling platforms to meet during this time of social distancing.  It doesn’t matter… what does matter is you’ve been thrown into a communication platform/channel that you’re not familiar with technologically. And, that’s making you nervous because…

Read More

Making Cold Calls Great Again – B2B Marketing Article

Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness.  One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool.  Every time I get a cold call from a company, I feel it’s a scam. All about trust. Bo Griswold, CEO and Founder of Global Treasure…

Read More

The 5P’s of Successful Sales Prospecting and Closing – B2B Marketing Article

Sell Greatly — the 5P’s featuring Tom Martin We’ve all heard about the 4P’s in Marketing — Product, Price, Place & Promotion — but have you ever studied the 5P’s of Sales? If not, read on and/or watch the quick video in this post. The 5P’s of Modern Selling Like the 4P’s in marketing, the 5P’s provide salespeople with a framework under which they can create an effective sales prospecting, nurturing and closing approach to consistently sell more successfully. Or…

Read More

Personal Branding: What’s More Important – B2B Marketing Article

Before we can answer that, we must define the difference between these two similar but decidedly different adjectives. Personally, I believe the difference between fame and authority is really quite simple. Famous people are known but authoritative people are followed. Tweet This And let me be clear when I say the word followed. I don’t mean following in the social media sense. I mean following in the I pay attention and act based on what you do say or instruct…

Read More

Full Potential B2B Marketing – B2B Marketing Blog – B2B Marketing Article

The beginning of a new year is always a great time to evaluate the results of the previous year and plan for more success in the coming year. All of us want to achieve our full potential, for both ourselves and our organizations. Yet, many of us don’t reach even a fraction of what we can achieve from a marketing standpoint. So what is “full potential marketing” and how do you make it part of your organizational DNA? Having been…

Read More