Category Archives: Sales 2.0
The Moment of Truth for Sales
The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. [...]
Also posted in B2B marketing, buyer behavior, inside sales, lead generation, SiriusDecisions, telesales
Tagged B2B marketing, field sales, Forrester, hybrid sales, IDC, inside sales, McKinsey, SaaS, sales, sales conversation
1 Comment
Selling to the Digital B2B Buyer
The digital world is bringing great change to how buyers wish to interact with B2B sales teams.
Today’s B2B buyer prefers online communication for a variety of reasons explained in this post.
Also posted in buyer behavior, inside sales, outbound marketing, sales enablement, telesales
Tagged David Skok, Facebook, Jill Konrath, LinkedIn, Steven Woods
8 Comments
Destructive B2B Sales Practices
New research from McKinsey & Company identifies destructive sales practices and more positively, what customers want from B2B sales organizations.
There are a number of considerations for B2B sales organizations to fix these issues. However there a number of challenges to overcome.
Also posted in buyer behavior, outbound marketing, sales, sales enablement
Tagged B2B sales, Buyer 2.0, CSO Insights, IDC, McKinsey, Sales 2.0, sales and marketing alignment
6 Comments
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