Matching two databases on company names

5 minutes’ reading – Download or Print Keeping your data lake up to date with information on decision makers, potential needs, and financials databases is an incredibly valuable tool to bolster your customer database and deepen your understanding of the market. The good news is that you’ve already identified the top data sources for your… More

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How Can I Leverage the Global Fortune 500 List?

Being an employee or a vendor of a Global Fortune 500 company is widely perceived as a badge of honor. But it is not the only such prestigious list of corporations. We have selected 20 highly prestigious company lists. Our most popular lists in 2020 were: UnicornsRussell 3000Global Forbes 2000Global Fortune 500Euro Stoxx 600 These… More

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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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It’s Better to Address God Than His Saints

  The French, we have a proverb that, translated to English, goes like this: It’s better to address God than His Saints. In no profession is it more applicable than sales, where the difference between success and failure is reaching the right person with the right message at the right time. But who is the… More

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Seven Trends Poised to Drive Business Development

In recent weeks, we have highlighted trends likely to impact the executive recruiting and management consulting industries in the year to come.  We conclude with a look at one of the most vital functions of any company: business development. There is every good reason to believe the year to come offers a continuation of some… More

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Five Apps for Sales and Business Development

For the sales professional, the diverse, vast and hugely critical functional responsibilities associated with the sales function have led to the development of literally thousands of apps that may be useful in various components of the sales process.  As we did in our prior posts for CFOs and HR professionals, however, we have honed in… More

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