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by Ayaz Nanji
B2B buyers say the sales behaviors that are the biggest deal-breakers are when a salesperson does not understand their business, talks too much, and is not supportive after a sale, according to recent research from Korn Ferry.
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by Ayaz Nanji
This infographic from Dooly covers five sales follow-up subject lines that are hard to ignore.
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by Ayaz Nanji
Many B2B sellers say the COVID-19 pandemic has made it more difficult to close deals because buyers have put decisions on hold and/or reprioritized, according to recent research from Showpad.
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by Ayaz Nanji
Getting your marketing and sales teams on the same page—aligning them around a common revenue goal—can have a huge payoff.
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by Ayaz Nanji
B2B marketers say creating effective content and collecting quality data are the two biggest challenges they face when trying to execute their lead generation strategies, according to recent research from Wpromote and Ascend2.
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by Ayaz Nanji
Sales deals that are won tend to have shorter time frames than lost deals, more email communication, more meetings, and more stakeholder involvement, according to recent research from People.ai.
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by Ayaz Nanji
Some 45% of salespeople say they've received less coaching than usual or no coaching since moving to remote work, according to recent research from ringDNA.
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by Ayaz Nanji
Most sales professionals say salespeople are underappreciated in the business world, though more have been feeling appreciated since the onset of the COVID-19 pandemic, according to recent research from Pipedrive.
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by Ayaz Nanji
Effectively generating leads often requires following a lengthy path that includes everything from developing a strategic plan to measuring performance. This infographic from Orbit Media Studios covers each essential element of that journey.
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by Ayaz Nanji
If you want to influence B2B purchasing decisions, start by uncovering the potential buyer's full set of concerns and needs, according to recent research from RAIN Group.
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by Ayaz Nanji
What does it mean to be a 'buyer first' salesperson? To find out, LinkedIn Sales Solutions surveyed more than 400 buyers and 400 sellers in the United States and Canada.
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by Ayaz Nanji
Sweet treats, tumblers, and e-commerce gift cards were among the most popular gifts B2B firms sent to buyers and customers in 2020, according to recent research from Sendoso.
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by Ayaz Nanji
Technology is transforming selling. For example, 55% of sales data entry was eliminated in 2020 by automation, and 79% of sales teams currently use or are planning to use sales analytics to improve efficiency.
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by Ayaz Nanji
More than half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities, according to recent research.
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by Ayaz Nanji
The COVID-19 pandemic led IT buyers to spend more time learning about tech solutions last year and also led more buyers to rely on webinars while researching, according to a recent report.
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by Ayaz Nanji
B2B salespeople are much more likely than B2B marketers to say their company's sales and marketing teams cooperate effectively, according to recent research from Outfunnel and Copper.
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by Ayaz Nanji
The idea of cold-calling prospects has put a chill in the heart of many a B2B salesperson. But you can become a better, more-effective cold-caller.
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by Ayaz Nanji
Inbound and outbound marketing can both be valuable strategies for generating leads and driving sales.
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by Ayaz Nanji
This infographic from Spear and Uberflip explores effective content types for each stage of the sales funnel (early, mid, late) and provides tips for connecting with target audiences throughout the buyer's journey.
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by Ayaz Nanji
How can B2B firms tell when it's finally time to invest in a customer relationship management (CRM) system? The signs tend to vary among internal groups.
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by Ayaz Nanji
Salespeople and marketers have long been told that to succeed it is essential to ABC: Always Be Closing. But what exactly does that mean? Which tactics and strategies consistently encourage leads to say "yes"?
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by Ayaz Nanji
Effective lead qualification—the process of scoring prospects to determine how well they fit the profile of a valuable customer likely to convert—can deliver a big payoff for B2B firms.
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by Ayaz Nanji
The account-based marketing (ABM) approach, in which organizations focus on best-fit accounts (rather than individuals as standalone leads), requires close coordination between Marketing and Sales.
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by Ayaz Nanji
The two biggest challenges facing companies trying to execute account-based marketing (ABM) programs are data quality issues and a lack of budget, according to recent research from Demandbase.
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by Ayaz Nanji
Consistently generating high-quality leads lies at the heart of an effective B2B marketing strategy, helping to drive revenue and ensure sustained growth.
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