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:


9 Ways to Wake Up a B2B Sales Prospect that has Gone Silent

Although salespeople wish that they could get some answer – any answer – from a prospect, sometimes prospects just go silent for one reason or another. You send emails, leave voicemails, and the prospect is nowhere to be found. Use these nine techniques to wake up sales prospects that have gone silent – including email templates and voicemail scripts.

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The 5 Facets of the Perfect B2B Sales Email [Infographic]

Emails are an indispensable tool, yet often we get caught in the trap of that simplicity. Sometimes, as sales professionals, we aren’t paying enough attention to detail. It’s that detail that will (or won’t) incite action from the prospect. Check out this infographic from Backlinko and iconiContent that describes five elements of a great B2B sales email: personalization, subject line, motivation, time, and length.


5 Lessons for B2B Salespeople Straight from Your Potential Customers [SlideShare]

We love slide decks that tell us a story and this one is a captivating look at how B2B sales has changed, backed up with some solid statistics on how salespeople go to market, how they’re perceived by buyers and more. Did you know that 58% of buyers want to talk pricing on the first sales call? Makes sense. See what else you hadn’t realized by flipping through the slides.

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4 Ways to Get Your Social Network to Notice You on LinkedIn in Just 20 Minutes a Day

If you’re even moderately active on LinkedIn, you likely have many hundreds of connections. There’s a lot of noise in the status feeds and in the groups. Everyone on LinkedIn has a whole slew of messages in their inbox, and connection requests they haven’t gotten around to looking over. So how can you stand out in such a large pond with so much turbulence? Here are a few ways you can get noticed on LinkedIn (and hopefully generate activity for yourself), in less time than it takes to finish your morning coffee.