How to Get Sales and Marketing on the Same Page

Jan 2nd, 2014 | By

Like Good and Evil, Sales and Marketing are locked in an eternal struggle — both sides seeing themselves as good, of course. Marketers blast sales teams for not following the plan; sales teams blast marketers for saddling them with ridiculous plans. Any B2B facing this is in a no-win situation. Fortunately, there’s a simple solution
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How to Sell to Government Agencies

Jul 2nd, 2013 | By

Doing business with the government can be very lucrative, and knowing how to sell to government agencies can go a long way to increasing your business profits. The federal government spends about $240 billion annually in contracts with businesses, and the state, local, and municipal governments combined spend an additional $200 billion each year. Obviously,
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What FedEx Can Teach You About B2B vs. B2C Selling

Apr 5th, 2013 | By

Very few businesses have to balance capabilities for both B2B and B2C conversions, yet FedEx handles both markets with ease. If your business serves both types of customers, then FedEx is a fine role model for the way you’ll want to do business. Even if you only serve one or the other, learning the emotional
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Why eBay is the Worst Example of B2B Relationships

Apr 5th, 2013 | By

As the world’s largest online auction site, you’d think eBay would have more sense and tact in their B2B relationships. Despite their prominent presence, however, eBay has carelessly handled the way they relate to other brands. Whether it’s Google Adwords or a competitor such as Amazon, eBay has been sloppy in handling their public relations.
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3 Things Sales Reps Can Learn from Marketers

Feb 4th, 2013 | By

Here’s one way to think about sales versus marketing: Sales reps are people pleasers Marketers are crowd pleasers Let’s explore this. Sales reps focus on relationships. They concentrate on doing and saying whatever is required by the dynamics of the situation with which they are dealing. They might be pushy in one case and passive
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Dissecting the Tradeshow Booth

Jan 2nd, 2013 | By

Are you going to do it? Are you jumping in with both feet to make the most out of your experience at a tradeshow? Well, don’t show up unprepared. Many exhibitors have been around for a long time and know exactly what they are doing. But even if this is your first time with a
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Call Center Secrets for Your Business

Dec 3rd, 2012 | By

If your small business is utilizing a call center, you know how valuable of a tool it can be. Call center representatives are often trained in a variety of other skills, including scheduling, marketing, lead generation, and website support. But, if you’re not using them properly you’re missing out on all the benefits. As a
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How to Entertain Clients on the Golf Course

Oct 3rd, 2012 | By

They say some of the world’s biggest deals are made on the golf course, but it takes work to make sure clients have a good time during the round. If you’re new to business golf, here are a few things to make the day go well. Before the Round Several days in advance, send your
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The Long Sales Cycle: How to Keep Your Product on the Short List in B2B

Aug 27th, 2012 | By

Just about every B2B marketer knows that there are four little words that can put you on pins and needles: “shorten your sales cycle.” Marketing to potential leads and seeing successful conversions from the clients you’re working with is more than enough work for one person. The idea that you should somehow accelerate that process,
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B2B Sales Strategy: Following Up or Fouling Up?

Jul 31st, 2012 | By

Just recently I was at a meeting of salespeople and one gentleman with a decades-long career claimed that he had made a physical sales call on a certain customer every month for four years before he started to get business from them. Really? From the vibes I was getting, I don’t think this guy was
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