Businesses that adopt Account Based Marketing (ABM) utilize their marketing resources to target a specific set of accounts. This system requires sales and marketing teams to work together to identify the accounts that are most likely to become customers. This … Continued
An Ideal Customer Profile, also known as an ICP, is a set of characteristics which distinguish your most valuable customers. Not every lead is worth pursuing and an ICP helps you sort the good from the bad. Every sales team … Continued
Lead generation is a critical component of B2B sales. So much so that B2B sellers invest up to 25% of their time identifying leads. Cold calling has largely fallen out of fashion…so how are modern B2B sellers locating viable leads? … Continued
B2B sales is steadily growing harder each year. 84% of CEOs and VPs now use social media to make purchasing decisions. Contact data decays quickly making prospecting all the more difficult. Plus, the number of people involved in buying decisions … Continued
B2B contact data consists of email addresses and phone numbers for key decision makers. This valuable resource enables your sales staff to hone in on your target audience and it saves them the trouble of digging for contact info online. … Continued
As every salesperson knows, some leads will inevitably fall through the cracks. Whether it’s down to timing or a bad first impression, some prospects are liable to lose interest in your business. But just because your first attempt was unsuccessful … Continued
Whether you know it or not, you’re leaving digital footprints behind. That’s right, every time you use a search engine, visit a website or open an email, you’re leaving behind a trace. What does this mean for salespeople? They can … Continued
Simon works as a copywriter for Brixton Marketing Group. He’s in charge of publishing content on his clients’ websites. Ideally, his efforts will result in an increase of website traffic and sales. Simon knows the best way to achieve this … Continued
The average salesperson spends up to 24% of their time prospecting. Contrary to what you may believe, it doesn’t have to be this way. In fact, with the aid of a contact database, you can cut your prospecting time in … Continued
B2B sales is undeniably a competitive industry. To win new clients, B2B sellers need to leverage their knowledge of the industry to develop full-proof sales techniques. Read on for a list of innovative sales strategies that are going to take … Continued
Do you use email to contact your leads? Chances are the bulk of your emails are sitting in their mailboxes unread. Some of them will even end up in the deleted folder. And unless you receive a reply, you have … Continued
According to a 2018 study, most B2B customers browse between 2 and 7 sites before making a purchase. What does this mean for B2B sellers? Your ideal customers are lying in wait. And with the aid of website tracking software, … Continued
Takeaway: Encourage your sales staff to tell stories. A personal sales pitch is always better than a robotic one. A good tip is to include stories about your other clients. Make it clear how your products have helped them achieve … Continued
Takeaway: Customer retention is critical. Make a point to reach out to your customers regularly. Your competitors stand to benefit if you don’t.
Takeaway: Develop a customer retention strategy. This could include monthly newsletters or requests for feedback. Prioritize keeping your customers engaged with your business.
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