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The Great Misconception about Inside Sales That’s Hurting Your Results
There’s a misconception about inside sales that I believe is rooted in its name. And it’s hurting many businesses. It’s the “inside” that leads people astray. Too many people think that it must mean that the salespeople are within their company’s walls. This belief is understandable, but it’s not always true. Inside salespeople are simply the opposite of field salespeople. They are not road warriors. They sell remotely and work inside an office, however, that office doesn’t have to be within your company. Why is the idea that inside sales must take place within the organization hurting some companies? Because inside sales is more important than ever and many companies don’t have the skills or resources to institute or support a robust inside sales department. So they either go without this valuable function, or they stitch one together and limp along. The B2B Sales Landscape Is Shifting In recent years,…
6 Changes You Can Make to Optimize B2B Demand Generation
“When you’re finished changing, you’re finished,” said Ben Franklin. And in a business world that seems to change more rapidly than ever, his words are still relevant. What can you change today in your business that will help you with demand generation and ROI? Here are six ideas that can pay off. All you have to do is put them into action. 1. Clean Up Your Database Sadly, there’s nothing glamorous or exciting about keeping your database clean. It’s a tedious job. Like cleaning your closet, it’s often a task that falls to the bottom of the priority list until there is absolutely nothing better to do. But think about how you feel after cleaning your closet and ridding it of the clothes you no longer wear. Every day of the week, you save time because it’s easier to find what you need and get dressed. In the same way,…
Back to the Future: Why Outbound B2B Marketing Is Back in Style
The funeral for outbound marketing took place several years ago. Friends and relatives celebrated its life and moved on, letting inbound marketing fill the void. But now, what was old is new again. Outbound marketing is coming back to life. This begs the big question, “Why?” Lead Scoring Doesn’t Qualify Leads Don’t get me wrong, I like lead scoring. It’s highly effective in increasing the efficiency of generating qualified leads. There is, however, a caveat. It does not do the whole job. What does lead scoring do? You score leads based on their engagement level with your content as well as on the strength of demographic criteria that qualifies them. When you do so, you’re able to spot the hottest prospects, narrowing down the list, so you know who to call. In this way, it increases productivity. Effective digital marketing and automation make outbound marketing more efficient. They do not…
4 B2B Sales and Marketing Trends You Need to Watch in 2016
We’re still in the opening weeks of a new year, wondering how it will unfold. Soothsayers abound, and it is time I added my thoughts to the melting pot of predictions. Based on what I see in the world of sales and marketing, here are four trends you can hang your hat on. The Shift from Field to Inside Sales The inside sales train has left the station, and there’s no stopping it now. Companies are shifting the makeup of their sales forces as they discover that face-to-face meetings with salespeople are not as important to B2B sales processes as they used to be. Several factors are fueling this trend. Buyers no longer need as much education from salespeople. They’re happy to do their research online at their own pace. On the Internet, they can find white papers, e-books, blog posts and more produced by the companies that want to…

Do Emotions Matter in B2B Sales?

Written by Wednesday, 03 February 2016 00:00
Do Emotions Matter in B2B Sales?
“Humans are wired to connect with each other. And we connect with one another by feeling, not thinking. …Emotion is now increasingly recognized as the key to moving hearts and minds,” Helio Fred Garcia, author of The Power of Communication B2B buyers are a rational bunch. After all, they’re making decisions about business. That’s not emotional. That’s not personal. It’s simply a matter of tallying up the business benefits, weighing them against the price, making some tradeoffs and coming up with a sound business decision. So says traditional thinking. There is, however, a problem—it’s not true. And there’s research from The Corporate Executive Board Company (CEB) to prove this. They conducted an extensive study, including responses from 3,000 B2B buyers. It showed that personal considerations, including emotions, trump business considerations in decision making.