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by Grace Lau
One friend says, "Let's get dinner some time." Another friend says, "Let's get dinner Tuesday at 7PM." You can already tell the second friend is more interested—and the same principle applies to setting sales appointments.
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by Ayaz Nanji
B2B sales leaders say they are experiencing longer sales cycles and more opportunities being lost to no decision this year, according to recent research from RAIN Group.
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by George B. Thomas
Many companies perceive referrals to be out of their control—as something that just happens whenever they get lucky. But that's not how it should work. You can—and should—be generating referrals systematically.
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by Jay Burrous
Sales training can be littered with outdated strategies that don't translate well into a hybrid or digital-first environment. This article outlines three necessary tactics for training future salespeople.
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by Ayaz Nanji
Many B2B firms that have achieved significant year-over-year increases in market share have been deploying five omnichannel strategies in concert, according to recent research from McKinsey.
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by Ayaz Nanji
This infographic explores five areas where there's a significant gap between sellers' self-confidence and buyers' dissatisfaction: communicating value, bringing ideas, leading through needs discovery, negotiating deals, and making the ROI case.
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by Ayaz Nanji
Why do salespeople reject leads that come from their firm's marketing team? Why do marketers think leads are rejected? To find out, RollWorks surveyed 527 salespeople and 323 marketers.
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by Ayaz Nanji
Salespeople say the biggest challenges they are facing in the sales process are budget constraints, economic factors, and connecting with potential customers, according to recent research from Vidyard.
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by Cathy Colliver
Can sales enablement be empathetic, helpful, and privacy-minded? Marketers have to get over some awkward hurdles first... And they can do that with a little help from Nicolas Cage.
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by Linda Shea
To keep up with evolving buyers, sellers need to better understand the new customer journey. Here's what that means today.
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by Andy Springer
It's hard to know where to focus your sales efforts when the economy is shaky, but these 23 tips work well.
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by Ang McManamon
The economic climate has caused many businesses to re-evaluate their 2023 strategies, and that extends into sales prospecting. In particular, take note of these three trends.
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by Kerry Sheahan
Before you invest in new content tools this year, try poking your salespeople for information and inspiration. Their conversations with prospects can hold the key to content that converts.
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by Timur Yarnall
It's easy to audit your own first-party data. But what about data you purchase from a provider? Can you verify its quality? An independent audit can.
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by Ayaz Nanji
The year ahead is potentially filled with economic challenges and uncertainty, so how can you ensure you keep revenue on track? This infographic explores key ways to maximize sales in 2023.
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by Evan Powell
Today's B2B buyers mostly want to be left alone to make their own decisions during their customer journey. Providing them with interactive content and product demos enables them to do just that.
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by Ayaz Nanji
Top-performing salespeople are more likely to understand their buyers' need for value and make the case for value more strongly compared with their peers, according to recent research.
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by Kenda Macdonald
This article explores how to nurture potential B2B clients through the awareness journey, from Marketing-qualified lead to Sales-qualified lead, using the Awareness Cascade.
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by Kenda Macdonald
This article explores why it's important to build campaigns that elicit the behaviors you wish to see your leads displaying, and how to do that effectively—through marketing automation.
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by Kevin Beales
As a content marketer, do you ever wish you could eavesdrop on sales calls to figure out what content items your sales team is actually using? Good news: AI can do that so you feel less creepy.
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by Ayaz Nanji
This infographic from IRC Sales Solutions provides an example of a successful sales outreach message and then looks at what exactly makes it work so well.
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by Ayaz Nanji
Which responsibilities do the best sales managers excel at? To find out, researchers at Rain Sales Training conducted a survey of more than 1,000 sellers and sales managers.
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by Derrick Jenkins
Marketers are not alone in the struggle to juggle their tasks. Salespeople can become just as frustrated. This article breaks down what it looks like when your sales department is in desperate need of an intelligence tool.
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by Ayaz Nanji
Nearly half of B2B salespeople say their jobs are now more difficult compared with pre-pandemic times, according to recent research from Jiminny.
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by Kenda Macdonald
To support Sales, marketers need to cultivate leads and nurture them through the buying process—empowering leads and the sales team alike to have conversations with each other. See what needs to be done.
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![Five Critical Areas Salespeople Need to Improve On [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/230601-infographic-lg-a.jpg)
![Eight Ways to Maximize Sales in 2023 [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/230110-infographic-lg.jpg)
![The Anatomy of a Great Sales Outreach Email [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/221018-infographic-lg.jpg)
![The 10 Key Roles of Top-Performing Sales Managers [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/220929-infographic-lg.jpg)
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