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Value selling can streamline the sales process and the relationship with procurement. Via Pantelis Chiotellis 
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Scoop.it!
Most of the tried and trusted sales techniques rarely succeed anymore. But, there are two things you can do to reinvent how you engage your B2B customers. Via Pantelis Chiotellis
Carol Griffiths's curator insight,
February 11, 2015 7:48 AM
If only more B2B sales organisations understood that buyers today have a different remit than they had 2 yrs ago...times are changing for the B2B sales person...
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How many times have you seen customer support “tips” that are vague and totally useless for your business? Instead of ambiguous catchphrases, let’s talk about real, actionable customer service tips? Via Pantelis Chiotellis
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![14 Marketing Tactics to Drive Online Sales [Infographic] | B2B OP TBS | Scoop.it](https://img.scoop.it/k1s79zHaltp8Zh4In8Senjl72eJkfbmt4t8yenImKBVvK0kTmF0xjctABnaLJIm9)
Sales - Want to focus more on driving online sales? The following tips can help you rev up your online business—especially during the holiday season. Via Pantelis Chiotellis
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In today’s B2B marketing landscape, your strategy must be targeted in order to reach your growth goals. Whether it’s digital marketing, inbound marketing, direct marketing or the actual sales con… Via Pantelis Chiotellis
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![90% of Companies Successful With Sales Gamification [Infographic] | B2B OP TBS | Scoop.it](https://img.scoop.it/fFWho3iEA85oJc4_69-pVjl72eJkfbmt4t8yenImKBVvK0kTmF0xjctABnaLJIm9)
Is sales gamification all play, no work? This infographic delves into that common perception. Via Pantelis Chiotellis
James J. Goldsmith's curator insight,
September 30, 2014 12:49 PM
Gamification? - thumbs up! (thumbs down to follow...)
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Excerpt...
B2B marketers and salespeople around the world identified conversations in which they create opportunities from the status quo as their most valuable in helping them reach quota. Some 38% chose this as the conversation with the most impact, followed by effective executive conversations (16%), and conversations in which they achieve successful competitive differentiation (14%). Notably, the conversations in which they must demonstrate financial justification and master purchase negotiations are rated the least valued, possibly tied to the finding that they’re also the most pressure-filled.
__________________ ► Receive a FREE daily summary of The Marketing Technology Alert directly to your inbox. To subscribe, please go to http://ineomarketing.com/About_The_MAR_Sub.html (your privacy is protected). Via Marteq
Marteq's curator insight,
July 16, 2014 6:06 AM
Fascinating! The conversation that wins out is right brain. All the others, trailing behind, are left brain.
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Acquity Group Study Finds B2B Suppliers Unprepared for Gen Y Procurement Preferences | Acquity GroupExcerpt...
The study revealed Gen Y buyers are more likely to shop online than their older counterparts, with a consistent trend of online purchase increasing in younger generations:
90 percent of buyers age 18-35 make company purchases online 68 percent of buyers age 36-45 make company purchases online 45 percent of buyers age 46-60 make company purchases online 29 percent of buyers age 60+ make company purchases online
Via Marteq
Marteq's curator insight,
July 1, 2013 7:22 AM
Not often when you see pertinent B2B demographic data. Fascinating information that makes you pause.
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Your unique selling proposition (USP) should explain to your target audience why your company’s products and services are preferable to your competitors. Really figuring out and writing down your USP is an important part of developing a profitable business.To create a good unique selling proposition (USP) you will need to:Understand Your Target AudienceWho exactly are your target audience, are they married, working, what do they like to do, the more information you can put together the better an Via Pantelis Chiotellis
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You Might Be Surprised Which B2B Referrals Are Closing by Douglas Karr on Marketing Technology Blog Via Marteq
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(Note: Click play to watch all videos in the series. While playing, click the "PLAYLIST" button at top left to navigate the chapters. Via Pantelis Chiotellis
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Much of the B2B sales cycle occurs before the prospect even contacts you. Contributor Rachel Balik discusses how we can nurture leads during this critical time. Via Pantelis Chiotellis
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What is the future of customer engagement? Sales needs to be in lockstep with colleagues in marketing and customer service and all customer data- regardless of channel Via Pantelis Chiotellis
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Digest...
Given those three reasons and assuming that a buyer has been nurtured and qualified before being handed off to sales (although research shows this doesn't happen for most companies who toss form completions to sales - but ignoring this) then it's up to the salesperson to capitalize on the work that's already been done. Or to screw it up. I'm seeing more and more sales communications that are screwing it up.
If your salespeople can't even be accurate about the type of interaction had with your company, what will your prospects think? And why, after one white paper download, do salespeople pursue leads? And, if they're going to do so, they'd damn well better figure out something more relevant that the email above. Which actually could be from any company, it's so vague.
So I ask you: How much damage are your sales team's practices doing to your marketing performance?
__________________ ► Receive a FREE daily summary of The Marketing Technology Alert directly to your inbox. To subscribe, please go to http://ineomarketing.com/About_The_MAR_Sub.html (your privacy is protected).
Via Marteq
Marteq's curator insight,
June 24, 2014 8:48 PM
Absolutely correct! Marketing puts a tremendous amount of effort into persona building, content creation, etc., and then contact eventually becomes an MQL passed to Sales. Are they handling it in the same professional manner? |
