Harmonic Selling: How The Role Of B2B Sellers Needs To Evolve To Meet Customer...

It’s a noisy world. Your customers and prospects are constantly bombarded with messages and content, day after day. Surprisingly, much of it is actually very good. According to research conducted by Gartner, almost...

Enterprise Sales vs SMB Sales: A Side-by-Side Comparison

In Sales 101, we learned that selling to SMBs vastly differs from enterprise sales. SMBs aren’t just scaled-down versions of their enterprise counterparts, in the same way, that large companies aren’t simply full-blown...

When B2B Buyers Value Vendor Salespeople

Most B2B buyers say they want to hear from sales representatives when products have complex configurations, when purchases have specific terms, when there are pricing specials, and when trying to learn about...

Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales

Few people in sales would dispute the importance of bringing insights to customer conversations. One might call this the Jane Austen rule of selling: a seller in possession of a desired prospect...

How to Apply B2SMB Sales KPIs That Matter in 2019 [Playbooks19 Session Recording]

Key Performance Indicators (KPIs) are critical to measuring success for B2SMB sales teams. But what do the best B2SMB sales teams think is “key?” During this Playbook19 Online session, our expert, Brian Bar, from...

How to Use PQLs to Drive More Sales [Playbooks19 Session Recording]

Product-qualified-leads (PQLs) are demonstrably more successful at creating SMB sales leads that convert. How do you build the B2SMB products and services that generate these users who more efficiently and effectively turn into customers?...

How to Optimize the New B2SMB Salesforce for the New SMB [Playbooks19 Session Recording]

As SMB profiles have changed to reflect more women, more minority and more Millennial business owners, your salesforce is likely changing, too. How do you get the best from new demographics across your B2SMB...

Keeping Focus on the SMB Mindset as Your B2SMB Business Scales

The Problem: B2SMB founders often start with an intimate knowledge of what their customers care about — but as they find success and more staffers are hired to meet demand, that intimacy can be...

Erik Day on Dell’s B2SMB Approach: ‘Big City, Small Town Feel’

Erik Day, VP and GM, Small Business at Dell, spoke about working with SMBs in this month's issue of Entrepreneur Magazine.  Here's the relevant snippet from the article: Dell’s Small Business hub in Nashville (one...
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