Category Archives: sales enablement

Selling to the Digital B2B Buyer

By Robert Lesser | Published July 22, 2010

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 2.0, telesales | Tagged , , , , | 8 Comments

Destructive B2B Sales Practices

By Robert Lesser | Published May 17, 2010

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 2.0 | Tagged , , , , , , | 6 Comments

Sales 2.0 Chicago – What next?

By Robert Lesser | Published September 14, 2009

The Sales 2.0 Conference was held last week in Chicago (where I tweeted and published photos). The day long event featured provocative presentations and success stories on innovative approaches for sales to better meet the advanced needs of buyers and lower the cost of lead generation and selling. Geoffrey James, blogger of the Sales Machine, [...]

Also posted in Sales 2.0, Sales 2.0 Conference, sales and marketing alignment | Tagged , , | 1 Comment