How Sales Executives are Mastering B2B Sales Conversations

The ongoing Covid-19 pandemic is having a nearly universal detrimental impact on all industries, including  business-to-business (B2B) sales, which likely will not return to normal for quite a while. Some contend they may never return ever to normal, at least as we knew them before the pandemic. This article covers high-level B2B sales between sales… More

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Covid-19 is not the only Force Altering B2B Sales

The ongoing Covid-19 pandemic is likely to prove one of the costliest developments in history, likely costing between $1 trillion and $2 trillion, according to United Nations and other estimates. Like most industries, those engaged in business-to-business (B2B) sales are identifying new ways to conduct their business, including remote and other means of communicating, until… More

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Account-Based Marketing 2.0

This year, US business to business online sales will top $9 trillion. Nearly every company engaged in this large and growing sector would likely acknowledge that the key to its past growth owes much to the emergence of account-based marketing. Every indication shows that account-based marketing will remain a centerpiece to exploding sales in the… More

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The Best BtoB Sales Triggers

Business to business (BtoB) customers typically search the web before contacting a potential supplier. One would think that this would accelerate the BtoB selling cycle, but experience shows that just the opposite is happening. Why is this? When some steps in the selling process are shortened, others are lengthened because customers are assessing their options… More

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