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A Guide to the B2B Inside Sales Process

Written by Giuseppe D’Angelo Wednesday, 06 June 2018 00:00
A Guide to the B2B Inside Sales Process
Are you looking for a cookie-cutter inside sales process you can implement in your company without changes? If so, you’ll be disappointed. No such thing exists. That’s because you need to tailor your process to your market, target audience and product or solution. Most importantly, how you approach the sale has to be in sync with your buyer’s journey. How do they make the buying decision? What questions do they ask along the way? How can you help them choose the right product or solution? To illustrate an inside sales process, let’s take a fictitious example — a company, Zippy, Inc., which offers a marketing automation solution.
Marketers: Comply with GDPR or Risk Hefty Fines
The date for compliance with the European General Data Protection Regulation (GDPR), May 25, 2018, is approaching fast. Are you ready? Read on to understand what GDPR is, why it exists, how it affects consumers and what marketers and their organizations need to do to abide by it. What Is the GDPR and Which Companies Need to Comply? The GDPR requires that all businesses that use European Union (EU) citizens’ personal information, no matter where their headquarters are, must observe privacy regulations related to that data. Given the global nature of most large corporations, it’s likely most need to prepare to fulfill GDPR guidelines now. GDPR includes rules related to how companies collect and protect personal data. The cost of non-compliance is up to four percent of an enterprise’s worldwide revenues or 20 million Euros, whichever is higher. Clearly, non-compliance can have damaging effects on an organization’s bottom line.
Have You Defined Your B2B Sales Roles to Achieve the Best Results?
In the early 1900s Henry Ford pioneered mass production of automobiles. He divided the roles of workers so that they each specialized in one aspect of production, thus increasing productivity and lowering costs. Similarly, companies now seek to bring efficiencies to their lead management and sales processes. The purpose is to close more deals faster and more cost-effectively. Just as Ford used specialization on the manufacturing floor, sales and marketing leaders are learning the value divvying up sales roles to achieve higher revenues. There are two reasons why narrowly defining your sales roles can increase your success. First, each sales associate is empowered to become an expert in their more focused position. Second, different sales functions require unique skills and personality characteristics. If you split up the responsibilities, you can hire people who are most likely to succeed in each specialty.

How to Get Qualified Social Media Leads

Written by Thursday, 26 April 2018 00:00
How to Get Qualified Social Media Leads
How many connections do your company’s employees have on LinkedIn? How many followers does your LinkedIn company page or Twitter feed have? It’s easy to get excited as these numbers build, but does it really matter? Yes and no. It matters because more connections and followers can result in an increased number of leads and ultimately boost revenues. However, the sad reality is there’s no guarantee that social media buzz will transform magically into qualified leads. So how do you transform online followings and social activity into bottom-line results? You need to integrate your social media marketing initiatives into your lead generation process.
How to Use Buyer Intent Data to Reach In-the-Market Technology Buyers
Unless they filled in a form on one of your organization’s landing pages or called your sales department, it used to be impossible to identify who was in the market for products and services your company offers. But of all the people looking for a solution like yours, how many actually give you a direct signal of interest? Sadly, the leads you receive are likely the tip of the iceberg; a large majority of the market remains hidden from view. That’s because many potential buyers may not find your site or leave before registering for your latest e-book. If you sell technology products or solutions, however, your prospects probably seek information on third-party publisher and review sites. Wouldn’t you like to know who the rest of these people are?
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