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Old School B2B Sales and Marketing Tactics that Are Still Winners

Written by Jeff Kalter Wednesday, 07 February 2018 00:00
Old School B2B Sales and Marketing Tactics that Are Still Winners
Over the last couple of decades, the language of marketing has evolved. Today, the buzzwords include Big Data, artificial intelligence, marketing automation, content marketing, social media marketing, account-based marketing, influencer marketing and more. The thread that runs between these marketing methods is technology. While it enables them all, it does not tell the whole story. Technology can make us more efficient, precise in our targeting and personalized in our B2B marketing outreach. It cannot, however, do the whole job. That’s because B2B products, services and solutions tend to be complicated and expensive. To educate buyers and to build the trust required to make a substantial investment, you need good, old-fashioned human interaction that is central to a couple of traditional marketing tactics. While tried and true, these tactics have changed with the times. Let’s look at how these traditional techniques, now wrapped in new technology, have become more powerful than…

Tips to Master Inside Sales Time Management

Written by Giuseppe D’Angelo Wednesday, 24 January 2018 00:00
Tips to Master Inside Sales Time Management
Your reps spend more than 25 hours out of a 40-hour week on non-sales generating activities. At least, that’s if they mirror the average sales associate’s work profile. This statistic is based on a study of over 200 sales reps. It showed that NON-revenue generating tasks take up on average 63.4 percent of a rep’s time. Even worse, the study included both field and inside salespeople and concluded that phone agents were on the low end of the spectrum. Field reps outperform them in revenue-generating time by 17.5 percent. So, what are salespeople doing with their time?

Three 2018 Sales and Marketing Trends

Written by Jeff Kalter Wednesday, 10 January 2018 00:00
Three 2018 Sales and Marketing Trends
If you’re in the fast-paced world of sales and marketing, you likely aspire to stay one step ahead of the competition. It’s not easy to do because you must keep up with constantly changing sales and marketing trends. Here are three trends worth mastering in 2018. Artificial Intelligence: Efficiency and Personalization Self-driving cars. Smart homes that decipher speech, schedule appointments and turn on lights. Amazon’s uncanny ability to predict what you want to buy. What do they have in common? All are examples of how artificial intelligence (AI) is changing our daily lives. But it’s not just in the consumer world that you feel AI’s impact. It’s entering the B2B sales and marketing stage and is on its way to playing a starring role. Salesforce’s Fourth Annual State of Marketing research reported that half of marketers are using AI today and 27 percent plan to use it in the next…

How to Boost Revenues with Inside Sales Enablement

Written by Sabrina Ferraioli Wednesday, 20 December 2017 00:00
How to Boost Revenues with Inside Sales Enablement
Sometimes sales fluctuate a little from month to month. And at other times, sales gyrations feel more like a roller coaster. You just wish you had more control over the ups and downs, allowing you to forecast your future revenue with some degree of certainty. For this dream to become a reality, you need an inside sales team that fires on all cylinders all the time. How do you make that happen? Sales enablement. You want to make your sales team’s job as easy as possible and help them to win more deals. That means offering training and coaching to increase success rates, adopting sales processes and technologies that improve efficiency, and creating content that helps move prospects through the buying cycle. Essentially, you remove the barriers to success, establish a predictable process and allow your salespeople to do what they do best — sell. Here are five essentials of…

3 B2B Sales and Marketing Strategies that Proved their Power in 2017

Written by Sabrina Ferraioli Wednesday, 06 December 2017 00:00
3 B2B Sales and Marketing Strategies that Proved their Power in 2017
One theme dominates the shifts in the B2B sales and marketing world — technology. That’s because technology enables us to target prospects and customers more efficiently, personalize our outreach, build relationships from remote locations and integrate our sales and marketing process. As such, it empowers B2B leaders to be more successful than ever before in engaging and selling customers. While the three transformations I cover below are not new, as they continued to prove their worth in 2017, they all became more widely entrenched. Read on to find out whether your organization is keeping up with the latest winning strategies or has opportunities to increase sales and marketing successes.
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