Category Archives: Sales Management

The Easiest Way to Meet or Beat Your B2B Sales Goals

by Tom Cates If you’re a salesperson, you probably focus mainly on finding new clients, but if you work in a mature business-to-business (B2B) industry, that isn’t always so simple. Let’s face it: these days, most B2B industries are mature! … Continue reading

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We’re Smarter Than Our Buyers

by Joanne S. Black Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.” Once upon a time, in the days before Google, Amazon, Yelp, and social media, clients looked to salespeople for information … Continue reading

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How to Get Serious about Improving Sales Performance

Sales teams are under tremendous pressure to consistently perform at high standards. And when the numbers take a dive, sales teams are often the first department to be blamed. To quote a Reuters report published this past March: “Oracle Corp … Continue reading

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Are Salespeople Lazy? Insider Notes from the Sales 2.0 Speakers Dinner

Last night a group of B2B sales leaders who will speak at today’s Sales 2.0 Conference in Boston gathered for our traditional pre-game Speakers Dinner. During the course of the conversation, one sales leader stated, “I believe salespeople are lazy.” This … Continue reading

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Uncovering the Early Signs of Customer Defection

What tools do you use to uncover the early signs of customer defection? Continue reading

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4 Areas Sales Leaders Need to Automate Today for Better Results

An insight revealed at the Sales Management 2.0 Conference: sales leaders need to start automating the sales process for better results. Continue reading

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What is “Sales Management 2.0″?

Although the “art” of selling will never go away, we expect to hear a lot about how sales managers and leaders can learn to leverage science, analytics, and metrics to perform all traditional sales management practices in better ways. Continue reading

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Seizing End-of-Year B2B Selling Opportunities

The top 5 cheery tidings going around the Internet about end-of-year opportunities for B2B sellers Continue reading

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