b2b sales

Stop What You’re Doing and Discover Which 4 Characteristics Separate Strong B2B Sales Performers from Weak Ones

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer The results of a research project were recently published to the Harvard Business Journal by Steve Martin – the USC professor, not the actor. The research was designed, in part, to better answer the question: What factors separate strong B2B sales performers from weak ones? To give you some background on the credibility of … Continued


And the Survey Says… Contact Data Quality Continues to Worsen

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer According to a couple of reports recently issued (one from Experian and one from NetProspex/Dun & Bradstreet), the state of contact data is getting worse. How can it not be? I think that the concept of entropy that you learned in high school loosely applies to datasets as they get larger. Entropy is the … Continued


Harrowing Advice for B2B Shops Who Don’t Have a Dedicated Lead Generation Team

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer The inspiration for this post comes from a question posed by an attendee of our most recent webinar, Discover the Real MVP of Your Sales Funnel. We asked the attendees to pose questions on Twitter using the hashtag #MVPWebinar and the response was wonderful. Jonah Taylor asked: @SalesStaffLeads What advice would you give to … Continued


This 14-Word Phrase Can Have an Enormous Impact on Your B2B Sales Prospects

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer B2B sales and marketing are professions full of buzzwords. Certain jargon and certain phrases are staples in B2B sales. Usually, the phrases convey subtle sales psychology. We have one we wanted to share with you (or remind you of), that does just that. It conveys a lot of psychology in just fourteen words. And … Continued


Who is the Most Important Person in Your B2B Sales Funnel? (The Answer Will Surprise You)

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer In case you missed it, SalesStaff presented a webinar last Thursday entitled Discover the Real MVP of Your Sales Funnel. In our webinars, we like to strike a healthy balance between entertaining and informative and this one delivered on both fronts once again. We posted the webinar and wanted to share it with our … Continued


4 Completely False B2B Sales Myths You’ll Be Surprised Aren’t True

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer I love it when I find articles like the one I read from Chief Executive Magazine called Raising Sales Force Effectiveness. Granted, it’s dated 2011, which makes it ancient in this era of sipping information from a fire-hose, but the elements of it remain true. The article debunks some traditional wisdom that many B2B … Continued


The Most Significant Word in B2B Sales – Use it as Often as You Can

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer As 2015 gets into full swing, many of you may be engaging with technology services partners as part of a yearly technology review process, or as you look for new technology solutions to bolster your company’s performance. As a provider of a number of technology solutions, our team at Damovo is well-versed in the … Continued


The Top 4 Glaring Delusions Regarding B2B Sales Follow-Up

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer Follow-up activity in B2B sales can be a labyrinth. Should I send that email or this one? Maybe this voicemail will get him going. If you want to be Theseus, the hero of the labyrinth, you have to navigate to the Minotaur (your prospect). We’ve spoken extensively about the purpose of B2B sales follow-up. … Continued


The 10 Most Enlightening TED Talks for Businesspeople

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer Sometimes, when it’s late at night and I’m lying in bed, I’ll watch a TED Talk or two on my tablet until I feel sleepy. There are over 1,900 talks freely available and they’ve been watched over a billion times, collectively. Lots of great content to consume on a wide variety of topics – … Continued


4 Examples of Buying Signals Every B2B Sales Pro Should Recognize

FacebookTwitterGoogle+PinterestLinkedInStumbleUponPrintE-mailRedditBuffer I’ve been in B2B sales for nearly two decades and one absolute I’ve come to realize is that the best B2B sales professionals know how to spot customers’ buying signals. That skill is a huge asset to anyone in B2B sales – and it’s not even a skill so much as the ability to … Continued