Category Archives: B2B Sales

6 winning strategies to shorten your B2B sales cycle

Struggling with a long sales cycle? Learn how to close deals faster with these strategies. Brian Hicks on December 14, 2023 The B2B sales cycle is lengthy and complex. Depending on deal size, closing a lead can drag on for weeks and even months. As each day passes, customer acquisition costs rise while the likelihood … Continue reading 6 winning strategies to shorten your B2B sales cycle →

How to map your selling process to the way your B2B customers buy: A case study

B2B Sales

Learn how an industrial manufacturing company transformed their marketing strategy to meet evolving B2B buying behavior. Ruth Stevens on August 22, 2023 B2B buying has changed dramatically in the last decade, and marketers need to change with it. Let’s look at a company that figured out how to change their marketing to meet their buyers’ … Continue reading How to map your selling process to the way your B2B customers buy: A case study →

How B2B marketers can help sales overcome customer indecision

B2B Sales

B2B buyers are prevented from pulling the trigger on purchases by fear of messing up. Here’s a framework for overcoming customer indecision and accelerating revenue. Scott Vaughan on April 7, 2023 Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. Historically, the status quo — doing nothing … Continue reading How B2B marketers can help sales overcome customer indecision →

6sense Launches Tool To Streamline B2B Sales

B2B Sales

6sense Launches Tool To Streamline B2B Sales by Ray Schultz , March 14, 2023 6sense has debuted a solution to help B2B sales teams prioritize and reach out to in-market accounts through email and other means. The new product, 6sense Revenue AI for Sales, is designed to help sellers “spend more time selling and less … Continue reading 6sense Launches Tool To Streamline B2B Sales →

Why B2B buyers now hate traditional B2B selling

B2B Sales

Most salespeople say their organizations aren’t ready for online selling. Constantine von Hoffman on August 24, 2022 Nearly all (86%) B2B buyers want to be sold to virtually, according to a new survey. However, most salespeople say their sales organizations aren’t yet able to handle this. Buyers like the on-line experience because they hate traditional … Continue reading Why B2B buyers now hate traditional B2B selling →

How to align B2B sales and marketing teams

B2B Sales

Marketing and sales teams that aren’t in sync could mean wasted time and opportunities. Corey Patterson on February 18, 2022 “Misalignment between marketing and sales teams is a trillion-dollar problem for B2B revenue teams,” said Julianne Thompson, director of sales development at revenue acceleration platform Drift, in a recent webinar. “There are a few key … Continue reading How to align B2B sales and marketing teams →

B2B Sales Impact of Coronavirus [Infographic]

B2B Sales

Carrie Morgan — April 24, 2020 The Coronavirus is affecting businesses across the world, of all sizes, and in all industries. But just how is it affecting those industries – and are all B2B brands experiencing the same impact? We reached out to our network of B2B sales reps, managers, business owners and business development … Continue reading B2B Sales Impact of Coronavirus [Infographic] →