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...

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...

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...

Salesforce for SMBs: The New Essentials

While attending the Dreamforce 2019 Conference in San Francisco, B2SMBI Influencers' Circle Chair Ramon Ray got to talk with Eric Bensley, VP of SMB Product Marketing at Salesforce.

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...

3 Tips For B2B Marketers When Your Big Trade Show Is Cancelled Due To...

Because of measures being taken due to the global pandemic, major conference and trade shows have been cancelled. Now may be the time for marketers to accelerate digital marketing capabilities in order...

Maintaining Strong B2B Customer Relationships Without Face-to-Face Interaction

In an era where remote work has become commonplace, many customer success managers aren’t too happy. Why? Don’t they enjoy working from their home office? Sure, many professionals do, but their dissatisfaction...
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