Blog

As January 2020 proved, the world can shift on a dime. In a matter of weeks, we went from hearing about a handful of coronavirus deaths to realizing the breadth of the pandemic to going on global lockdown.

As people absorbed the implications of COVID-19, businesses quickly canceled conferences, lunch meetings, live events, tradeshows and face-to-face sales appointments. And yet, while many local restaurants and shops shuttered, B2B business didn’t cease.

Written by: Sabrina Ferraioli

With all the disruptions that the Coronavirus pandemic has ushered into our lives in the past several months—the quarantines, the social distancing, the masks—we’re only just beginning to focus on the long-term ramifications. While our lives will get back to normal someday, some changes may be permanent.

For businesses generally and sales organizations specifically, COVID-19 is turning out to be one giant wake-up call. Only a few months ago, digital technologies, virtual sales techniques and flexible/remote work patterns were considered competitive advantages. Now, they are essential.

Published in:
Written by: Giorgia Rosati

The last several months have been tough on businesses and employees alike. Even now, while countries are slowly opening up and companies are trying to get back to some form of normalcy, the Coronavirus pandemic is not over.

If your sales cycle has been disrupted by Covid-19, you’re probably hustling to adjust to what many are calling the “New Normal.” While some businesses fear the future, those that have been transitioning to inside sales and telesales have an advantage.

Published in:

Leads have been the source of a long-standing battle between marketing and sales. Marketing claims that reps don’t follow up on the leads they generate. Salespeople, on the other hand, argue that most leads aren’t worth the time and effort necessary to pursue.

Published in:
Written by: Sabrina Ferraioli

When it comes to developing telemarketing and inside sales managers, some companies make some mistaken assumptions.

Companies put a lot of stock in their inside sales teams, and rightly so. These men and women are the face of a company. They make the calls, engage with prospects, and turn decision-makers into customers. As such, companies invest a lot of time, effort, and money into ensuring their reps have the best possible product training, interpersonal skills and sales savviness to do the job. Then what do they do? They tend to pluck the best producers away from the phones and move them into management.

Published in:
Written by: Sabrina Ferraioli

Selling involves messaging, driving traffic, data management, list building, lead management, lead nurturing and relationship building. And that’s all before you ever get close to closing the sale.

The sophistication and complexity of today’s sales and marketing process require the talent of many specialists. Marketing departments have been integrating more specialists from programmatic advertising and social media professionals to videographers and data scientists. There is, however, a tendency to dump the leads into the laps of inside sales and telesales reps and hope for the best.

Published in:
Written by: Tania Russo

How critical is customer experience to competing and winning business in the 21st century? Well consider this:

Gartner is calling customer experience (CX) “the new marketing battlefront.” In 2018, Gartner reported that more than two-thirds of marketers say their companies compete on the mastery of their customer experiences and that within two years, 81% of companies would be competing on CX.

Published in:

For the past few years, we’ve regularly addressed issues related to account-based marketing (ABM). We’ve looked at the tools and technology, highlighted the successes and dissected some of the challenges.

Published in:
Written by: Jeff Kalter

Today’s companies run on data. We track trends, assess results and analyze feedback. Data helps us manage risk, plan for future growth and allocate resources.

Data is the foundation of our lead lists, sales pipelines and connections with customers. We collect contact records, integrate industry insight and profile companies based on their technographics (tech stack) and firmographics (company demographics). 

 

At their core, sales metrics, key performance indicators (KPIs), sales projections and transactions are all data.

Written by: Sabrina Ferraioli

What if you could stop chasing leads and focus on selling only to your best, most viable opportunities?

It’s possible when you integrate account-based strategies into your marketing and sales efforts. Account-based selling (ABS) could potentially shorten your sales cycles, increase deal size and even boost your customer retention rates.

So what makes ABS so different? 

 

 

At one level, it’s not that different. You can think of it as enterprise selling with a few twists.

Published in: