In research across a broad spectrum of business-to-business companies, we consistently find the most important factor that builds a strong, loyalty-based relationship between a customer and a company is superb account management by their sales representative.
The average B2B customer carries the sum of all human knowledge in their pocket on their smartphones. That means the new reality of sales must rely on marketing more than ever before.
Even the best sales team needs the right environment to thrive in. A recent study on happiness in the workplace revealed interesting insights on how office environments are affecting the comfort and productivity of employees.
As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met.
It's not a new concept, but few sales teams understand the full power of data scraping. What sales leader wouldn't want to wave a wand and instantly find good-fit companies with interested buyers?
Good, product-agnostic content establishes you as a source of authority in your industry and changes your audience’s perception of your business. Here are 10 content marketing methods you need to start relying on today if you are a B2B marketer.
Helping others is energizing. Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs.
More than 65 percent of all searches on Google today come from mobile browsers. Of these, half are likely to quit your website if it loads for more than two seconds. It's past time to take Accelerated Mobile Pages (AMPs) seriously.
Staying ahead of the competition requires adopting sales techniques that can boost your productivity and results. Here are six trends that could provide an edge in 2019.
Major shifts in the sales landscape present an opportunity – and challenge – for B2B merchants: adopt an omni-channel sales approach or miss out on significant revenue.
Every business needs sales to survive, but the focus should be on process and skills, not selling. Here are four steps to keep your salespeople on the right course.
While the focus of sales teams and marketers is on digital communication, the power of offline promotion channels should not be forgotten. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better.
Value conversations are all relative to the buyer, not the seller. The key to competitive marketing is connecting to and influencing the problem-solution frame of reference of the customer.
It's not a new concept, but few sales teams understand the full power of data scraping. What sales leader wouldn't want to wave a wand and instantly find good-fit companies with interested buyers?
Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine.
Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull...
7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.
Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself? Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches. Read more.
2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue. Download here.