LinkedIn Groups are About to Change . . . Again

B2B revenue growth is near impossible without strong relationships. Good relationships lead to more introductions and referrals. The introduction often happens when networking at an event from which a LinkedIn invitation is made. LinkedIn provides a way to connect and communicate without a deep investment and offers professional details you would not have otherwise.

Topics: News B2B Social Media

B2B Market Segmentation: Sell More by Selling to Fewer

A targeted marketing strategy has the potential for generating far more revenue than a generalized mass marketing approach. However, proper targeting is contingent upon segmenting your audience into distinct groups that share the same needs or characteristics.

Topics: B2B Sales Strategy B2B

How to Get More Referrals

When someone gives a referral, it is an honor and a gift. Every company wants and needs more referrals to grow profitable revenue. Referrals convert better, close faster, and have a higher customer lifetime value than any other type of lead.

Referrals are preferred over salespeople.

More and more buyers are avoiding salespeople during the buying process. Sales reps, according to Forrester, tend to prioritize a sales agenda over solving a customer’s problem.

If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

Salespeople Must Adapt

Salespeople must adapt to new culture and the new world of media to research, prospect, and network by sharing educational content and answering questions. As a result, they’re able to build relationships until prospects are ready to buy. "Solve the customer's problem" must become a mantra.

Adding a B2B Referral Strategy

A revenue growth plan dependent 100% on referrals will probably remain a dream, but achieving greater referral success doesn’t have to be out of the realm of possibility. If have satisfied customers who find value in your product and services and if you have a high Net Promoter Score – you may be closer to a referral engine than you think.

Topics: B2B Sales Infographic B2B Referrals Statistics

How to Get Your Sales Team to Perform Beyond Expectations

To get a sales team to perform beyond expectations, we focus on these five essentials: 

  • Characteristics of a High Performing Sales Team
  • Hiring Best Practices – building the best team
  • Data Mining – providing the right data
  • CRM – the right tool for your organization
  • Training - the ongoing need

Topics: Sales B2B Hiring CRM Sales Training

Before Implementing a CRM System – Prepare for Success

Scoping out a potential CRM project can be relatively short. The duration depends on the complexity of the organization and the number of potential issues to be solved. Once a scope of work is defined, a CRM services company can provide a more refined estimate of what it will take to interview key stakeholders, examine existing systems and then document the detailed functional specifications for a CRM implementation. The following will help you be better prepared for success.

Topics: B2B Software CRM Customer Relationship Management

B2C and B2B Content Marketing Trends Comparison

Marketing and sales are joined at the proverbial hip as the evolution of the Internet has changed the mindset from "buyer beware" (Caveat emptor) to "seller beware" (Caveat venditor).  

Topics: B2B B2C Marketing Chart