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Why B2B Phone Calls Are Popular in 2017

Written by Jeff Kalter Wednesday, 22 March 2017 00:00
Why B2B Phone Calls Are Popular in 2017
B2B companies are increasingly selling from remote locations over the phone. Perhaps a decade ago, most people would not have predicted this turn of events. After all, that’s when marketing leaders eagerly sought out the new promise of inbound marketing to produce leads and revenues. For many years, we’ve seen arguments favoring inbound over outbound marketing. Marketers are now starting to realize, however, that they may have swung the balance too far in one direction. There’s no reason to choose between inbound and outbound tactics. Today’s effective marketing is “all-bound.” That’s because there’s synergy between inbound marketing and outreach in the form of emails, social selling and phone calls.

Scaling Inside Sales for New Product Introductions or Market Expansion

Written by Sabrina Ferraioli Wednesday, 15 February 2017 00:00
Scaling Inside Sales for New Product Introductions or Market Expansion
Challenges that are part and parcel of new market expansion and product introductions include executing in-depth market research, filling distribution gaps, honing marketing tactics and building internal resources to support the initiative. Given that leaders are juggling multiple priorities, it’s not surprising that they sometimes fall flat when attempting to scale inside sales to meet expansion goals. After all, there’s a lot involved — creating a sales process, hiring and training sales people, and ensuring they have the tools they need to do their jobs efficiently and successfully. Let’s take a quick look at each of these challenges and how to tackle them.

Customer Centric Selling: The #1 B2B Sales and Marketing Trend in 2017

Written by Sabrina Ferraioli Wednesday, 01 February 2017 00:00
Customer Centric Selling: The #1 B2B Sales and Marketing Trend in 2017
“The purpose of any business is to create and keep a customer”—Theodore Levitt Customer-Centric Businesses Will Win Customer centricity started in the 60s with direct marketing. Since then, the omnipresence of the Internet has increased opportunities for companies and customers to interact. Customers became more connected and empowered and their expectations rose. At the same time, they turned into the main force driving the success (and failure) of businesses. For instance, it’s now easy for prospects to learn about your products from their peers. Online reviews, LinkedIn discussions and tweets are all at their fingertips. As a result, organizations that have a laser-like focus on delivering exceptional customer experiences will be tomorrow’s winners. They will align their operations with market needs so they can build products and offer services customers love, deliver them with ease and provide seamless support. In doing so, they will build enduring relationships.

The Traits and Habits of Successful Business Development Pros

Written by Jeff Kalter Wednesday, 18 January 2017 00:00
The Traits and Habits of Successful Business Development Pros
Having worked with hundreds of business development professionals, I’ve noticed that those who generate the lion’s share of revenues share certain habits and traits. The top sales people: Are Not Too Extraverted or IntrovertedContrary to popular opinion, the extroverted, talkative business development rep does not always rise to the top. Instead, according to a study published in Psychological Science, it’s the ambiverts— those who cluster in the middle of the introvert to extrovert spectrum — who close the most sales. They are comfortable enough with other people to engage with them but do not feel the need to dominate conversations. Because they are curious about others, they naturally ask questions and listen to the answers.

How to Turn Customer Support Calls into Revenue

Written by Sabrina Ferraioli Monday, 19 December 2016 00:00
How to Turn Customer Support Calls into Revenue
The Focus on Customer Acquisition If you ever call a company’s customer support department and then call their sales department, you’ll likely notice a difference in the level of service you receive in each situation. Frequently, it seems you are more liable to spend time on hold when you are seeking service than when you are calling to make a purchase. That’s a sad statement on how many companies perceive the value of existing versus new customers. They place more emphasis on bringing new clients into the fold than on retaining and growing existing accounts. An eye-opening Gallup study revealed that 71% of B2B customers are either indifferent or actively disengaged with their vendors. In other words, they are likely to end the relationship at any time. Perhaps there’s good reason for this. The vendor has also disengaged from these customers. While companies risk losing these customers, they can achieve…
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