What B2B Content Makes Executives Respond

Robert B. Miller and Gary A. Williams of customer research firm Miller-Williams Incorporated completed an expansive two-year study of 1,600 executives and subsequently categorized those people into five distinct categories of decision-making style.

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How to Differentiate Your B2B Sales Pitch / Presentation

The backdrop for the information is a Corporate Visions survey of 465 B2B marketers and salespeople. One of the outcomes of this study uncovered challenges with B2B sales pitches. The primary takeaway is this: B2B sales organizations are using pitches that even they don’t consider the most effective.

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3 Ways You Can Make the Account-Based Marketing Phenomenon Work for You

On average, less than 5 percent of your leads will become customers according to Convince and Convert. It’s a tough pill to swallow for marketers and salespeople alike, as it represents the interplay between the two departments. It’s also the reason that account-based marketing (ABM) has become extremely popular this year as a term and as a process.

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4 Keys to a Winning B2B Sales Culture

Despite the myth that people work better under pressure, you might find that giving your salespeople the space to grow means that you can cultivate a successful, visionary team that will stay with you for the long haul. Here are five simple steps to get on your way to creating a culture where your salespeople will be able to thrive and – most importantly – meet their goals:

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