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 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...

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...

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...

This Week’s Big Deal: Playing the Long Game

Patience is in short supply these days. That’s exactly why it’s more valuable than ever. For B2B sales prospects, patience has grown thin when it comes to aggressive sales pitches and intrusive...

Great Ways To Improve Sales Performance With AI In 2020

Artificial Intelligence or AI is a cutting edge technology that makes light the challenges faced by salespersons by automating the time-consuming admin workloads to make time for all-important human connections once you...
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