Does Lead Scoring Miss the Point in B2B?

Although we sometimes forget, the business-to-business (B2B) market is very different from the consumer market. For starters, most business purchases are rational rather than emotional, so your appeal needs to be more left-brained than right.

Making Big Data Work for B2B Sales

Retail salespeople always seemed to have it a bit easier than B2B salespeople: the price is on the tag, take it or leave it.

How Pay-Per-Lead Marketing Can Ruin Your Business

Have you ever been asked to work on a pay-per-lead basis? Some potential clients call it a “performance basis.” Others euphemize it as “partnering.” But what they inevitably say is that, “If you’re so good, why not put some skin in the game?”

Are We Going To Be Thrown Out?

Imagine this for a moment: your sales coach, instead of holding the usual meeting at his office or yours, picks you up and takes you to Barnes & Noble and once there, tells you something that prompts you to ask “Are we going to be thrown out?”
Let me tell you the story.

Is Your Sales Pipeline the Wrong Shape?

When you think of a sales pipeline, what shape begins to emerge in your mind? If you are like most sales leaders and executives, you will see a funnel. The conventional funnel-shaped pipeline has a large opening on one end where potential leads pour into the sales cycle and a gradually tapering funnel that ends with closed business.

Prospecting for Success

A successful sales professional has been trained in time management and will devote a portion of her week to prospecting for new clients. The methods vary but the results are the same. The primary goal is to enhance the client base with qualified accounts that produce revenues for the company.

Shark musings

When he was 12, Mark Cuban sold garbage bags to pay for an expensive pair of basketball shoes. An entrepreneur was born and the business world hasn't been the same. Cuban is the owner of the Dallas Mavericks of the National Basketball Association, Landmark Theatres and Magnolia Pictures, and the chairman of AXS TV. He is also one of four “shark” investors on the TV series “Shark Tank.” He recently answered some questions via an email exchange with Sales & Marketing Management.

The Most Critical Skills in Sales

Sales teams have multiple responsibilities over the course of their workdays, and it is inevitable that many of these tasks pose a significant challenge. Seeking out new leads, hustling between prospects and clients and attending meetings with marketing and management can get overwhelming. Because time management is integral to the success of a sales team, how can one better manage?

How to Power Up Your Sales Force With Tablets

Tablets are helping to reinvent the sales profession. They’re making it possible for sales reps to be productive pretty much any time anywhere. Reps are using the devices to breeze through the humdrum tasks that need doing before and after the sales call – and make the calls themselves much more productive.

The Age of Builders

Last October, Symantec’s stock took a beating after its new CEO, Steve Bennett, gave financial guidance that fell short of analyst expectations. As often happens, sales execution was proffered as the primary reason for the gloomy guidance.

Stop selling products and start making emotional connections

We humans are emotional creatures. We make our purchase decisions based on how products promise to make us feel. That’s why great brands succeed by seeking intimate emotional connections with customers.

How to Cultivate and Harvest Your Leads Effectively

Businesses often set aside a large budget to generate leads. But they don’t follow up with enough eagerness, vigor or persistence. That’s lead waste, and it’s preventable.

Getting the Full Value Out of Collaborative CRM

For small businesses, using enterprise customer relationship management (CRM) is like trying to ride the Olympic mogul course at Sochi using a pair of skis designed for Yao Ming. Unless you’re 7’6”, those skis will not turn without a lot of effort. So you spend the run slamming into each mogul instead of turning your skis and absorbing the bumps.

Exit gracefully

There’s that moment on so many initial sales calls when it becomes clear that the prospect is not a prospect at all (at least not for the next quarter or two). No budget. No timeline for implementation. No need or perceived urgency.

A clean exit is needed — something that allows for moving on while also leaving the door open for future contact.

With data, size matters, but not how you think

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