Prescriptive Sales - How To Make Purchasing Easy For Your Customers?

Aug 30, 2018

Erika Granath

Networked society has given buyers easy access to more information about endless solutions and purchasing alternatives. Most B2B sellers think this automatically means that their customers are in the driver’s seat – empowered, armed to their teeth with information, and clear about their needs.

Customers, however, seldom see it that way. More information begets more questions, which leads to customers working harder to ensure that they fully understand the requirements and the alternatives of every offer.

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Topics: B2B Sales

4 Must-Knows to Become a Mindful (and Successful) Salesperson

Apr 27, 2018

Erika Granath

When some people imagine sales, they think it’s like the film The Wolf of Wall Street, where people with sharp elbows will do whatever it takes to make the sale. You as a salesperson know this is far from the truth. You don’t have to be a wolf to be a premier salesperson. In fact, you should often be the opposite.

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Topics: B2B Sales

All You Need to Know About Account-Based Sales

Mar 22, 2018

Erika Granath

After decades of hunch-based, adrenaline-fueled cold calling and Hail-Mary revenue generation, we’ve recently entered an entirely new era. An era steered by intelligent, laser-targeted prospecting, tuned by personalization and driven by data.

Thanks to new technological innovations, a relatively old business selling model has become more common lately: the account-based sales model. With the use of sales intelligence, companies can now more efficiently than ever before discover the most viable accounts based on a wide range of criteria and create a tailored sales and marketing strategy for them.

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Topics: B2B Sales

What Is Sales Intelligence And How To Win More Leads With It?

Mar 14, 2018

Erika Granath

You probably haven’t missed the term sales intelligence. But just because most people have heard about it, doesn’t mean that the majority of sales professionals are using enough sales intelligence. In fact, most don’t, and those who do often don't use sales intelligence from enough resources.

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Topics: B2B Sales

How technology helps salespeople answer the WHEN, HOW and WHAT

Dec 1, 2017

Erika Granath

Yes, there are cases in which the stars align and decisions are made quickly that result in closed deals. Cases where it turns out you’ve reached out with impeccable timing and where decision makers nod enthusiastically at everything you say and cheerfully ask if you have the ability to read their minds or — more specifically — their dreams.

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Topics: B2B Sales

Myth busters: Debunking 7 B2B Sales Myths

Oct 12, 2017

Mikko Honkanen

The Internet — it is the Wild Wild West of information. As anyone who has spent time on the Internet knowns, there are statements delivered as facts that circle the World Wide Web all the time that contain no real facts behind them. People get suckered into believing these statements all the time. We’re all guilty of it.

Over the past year, my colleagues and I have noticed a number of myths present in B2B sales and marketing discussions. Some of them are spread across LinkedIn, others on blog posts. Here are some common B2B sales myths that many people believe in. These are myths that have been pushed by experts in the field and I’d like to analyze them more closely.

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Topics: B2B Sales