Category: Sales Intelligence

What is Account Based Marketing (ABM)?

Businesses that adopt Account Based Marketing (ABM) utilize their marketing resources to target a specific...
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What is Your Ideal Customer Profile?

An Ideal Customer Profile, also known as an ICP, is a set of characteristics which...
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Great Lead Generation Tactics – Follow Up and Tools to Help

Lead generation is a critical component of B2B sales. So much so that B2B sellers...
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Useful Sales Hacks

B2B sales is steadily growing harder each year. 84% of CEOs and VPs now use...
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What Is B2B Contact Data?

B2B contact data consists of email addresses and phone numbers for key decision makers. This...
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When to Pursue Cold Leads

As every salesperson knows, some leads will inevitably fall through the cracks. Whether it’s down...
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The Hunt for Digital Footprints

Whether you know it or not, you’re leaving digital footprints behind. That’s right, every time...
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Prospecting is Hard. We Make it Easier.

The average salesperson spends up to 24% of their time prospecting. Contrary to what you...
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B2B Sales Techniques for a Productive 2021

B2B sales is undeniably a competitive industry. To win new clients, B2B sellers need to...
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Retaining current customers cost 6 to 7 times less than acquiring new ones.

Takeaway: Develop a customer retention strategy. This could include monthly newsletters or requests for feedback....
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It takes 10 months or more for a new sales rep to be fully productive.

Takeaway: You likely invest a lot of time and resources hiring new employees. Don’t waste...
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The average company spends $10K – $15K hiring an individual and only $2K a year in sales training.

Takeaway: It costs a lot of money to hire new employees. Consequently, companies should prioritize...
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Continuous training gives 50% higher net sales per employee.

Takeaway: Contrary to what you may believe, training doesn’t just benefit new employees. Instead, consider...
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55% of the people making their living in sales don’t have the right skills to be successful.

Takeaway: Companies with sales forces should prioritize training. They should share best practices and encourage...
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Only 13% of customers believe a sales person can understand their needs.

Takeaway: If you don’t understand your customers needs, how are you going to sell to...
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