It’s true. But the majority of B2B brands are now aware buyers are making contact with the sales team much later on in the process. The infographic goes on to highlight good and bad sales techniques.

B2B Buyers tend to want to be engaged by vendors early on in the evaluation process, the researchers found. Buyers also value content based on original research and/or content that provides insights ...

As I explained in my post way back in March, " Is Your Sales Process Obsolete," the typical sales process looks something like this: Step #1. Engage customer. Step # 2. Investigate needs. Step # 3.

A sales process is a written document that outlines your ideal engagement with a prospect from the initial contact, through the uncovering of needs, to the evaluation of options and on to a ...

In my previous post, I lambasted the structure of the traditional “vendor-centric” sales process. Don’t get me wrong. Most of the time ANY process is better than NO process, especially for ...

The right sales process that is uniform, efficient and keeps your employees happy will help you stay in business, and even better, enable your business to grow.

Sales Process & Communication. The basic sales process consists of establishing contact with a customer, developing a relationship of trust, presenting the product's value proposition, handling ...

And a sales team who understand the “why” for each step in the sales process is an effective sales team. There are many great sales methodologies, both old and new, that have proven successful ...

When done wrong, it can alienate prospects and send them packing. Getting the delicate social sales do-si-do just right can be tricky. It’s best to start strong with a solid game plan.