Understanding who is your prospect and who is going to make a purchasing decision for your product is the key to success in B2B sales. The data is out there, and Russ Heddleston, CEO of DocSend, showed us the state of B2B at the InsideSales AI Growth Summit 2018. “In the olden days, the buying…

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Data shows that B2B sales leaders using digital strategies effectively enjoy five times the growth of their peers who are not at the cutting edge of digital adoption. Digital sales is certainly rocket fuel for growth, but does that mean that you should invest heavily in digital sales and just forget about consultative, face-to-face selling? The truth…

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Artificial Intelligence has been portrayed by some as an abstract concept coming out of a scary and distant future. HoweverAI has been here for some time and and influences our lives in many ways. Measuring the potential impact of Artificial Intelligence in B2B sales is easier than ever, and is something that can be done…

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The old ways of selling are quickly fading as empowered buyers are changing the way they approach B2B sales. Stephanie Dart, director of product marketing at Microsoft, reminds us that today’s buyers are more informed, savvy and influential than ever before. During XANT’s 2016 Sales Acceleration Summit, Stephanie discussed how the rise of social media…

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Brent Adamson, principal executive adviser at CEB and best-selling author, led one of the most popular sessions at XANT’s Sales Acceleration Summit 2016. Brent discussed the different stakeholder personas in B2B sales and which ones star performers focus on. It’s been ingrained in our minds that success in B2B sales is all about making the…

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In business, your culture defines you. It determines whether you live or die. But here’s the crazy thing about culture: what works wonders in B2C (business-to-consumer) doesn’t necessarily translate into runaway success in B2B (business-to-business). At least not in the beginning. When you’re building a B2B company, you must create — and aggressively nurture —…

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Does your sales team wish it could reach the best prospects at exactly the right time? Most sales reps do because they realize that in sales timing is everything. Research shows the odds of winning the sale are 74% when you reach decision makers at the right time and help set their buying vision. If…

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Social selling is fast becoming an integrated part of the typical sales process. With Facebook, Twitter, Google+ and, of course, LinkedIn sales professionals are able to gain access to a huge amount of sales intelligence enabling them to close deals more efficiently. For those in the B2B sales space, LinkedIn is a must-have resource and…

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In my last blog post, I discussed the fact that sales and marketing teams largely come from a different set of internal “cultures,” cultures whose viewpoints and and attitudes are often at odds with each other. In Part 2, I want to take a closer look at this concept, because as sales and marketing teams…

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