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How to Use Business Developers to Execute Account Based Marketing Tactics Successfully
“If you want to go upmarket, which you absolutely must to grow, you have to go outbound. Winning large customers is much more about causing sale, not just catching one.”— Ken Krogue, President and Founder, InsideSales.com Account-based marketing is quickly gaining popularity. It’s a strategy that aligns sales, business development and marketing around the potential deals that can have the most impact on a company’s future revenues. To execute account-based marketing tactics, you will likely need to transform the approach of your business developers. The Role of the Business Developer in Account-Based Marketing How do the account-based business developer’s activities differ from those of typical telesales representatives? The job of the account-based business developer is to open doors at the big accounts that matter most. So, rather than simply qualifying inbound leads, they use outbound tactics — phone, email and social selling — to stir up sales opportunities with high-value…

Why B2B Phone Calls Are Popular in 2017

Written by 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
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
“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
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.
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