Sales

96 Articles and Podcasts
B2B Sales: 5 things every sales team should know to succeed with ABM

When you convert a prospect company from lead to customer, they can become one of your most profitable, meaningful and long-lasting customer relationships, and a huge vehicle for growth.

The Ultimate Guide to B2B Sales

When you convert a prospect company from lead to customer, they can become one of your most profitable, meaningful and long-lasting customer relationships, and a huge vehicle for growth.

Guide to the B2B Sales Funnel

A B2B sales funnel tracks how potential customers actually buy from you – formalising the path from prospects, to qualified leads, to interested buyers, to converted customers.

Build a B2B Sales Pipeline

Do you want a smooth and profitable sales process that keeps on delivering customers? You need to build a fully functioning sales pipeline.

The Ultimate Guide to Enterprise B2B Sales

For whatever reason, sales teams love fishing analogies. Most B2B sales teams subsist on a regular catch of small to medium sized prospects. Some hunt whales – prospects many times larger than their own organisation. And then there are the B2B enterprise sales – teams that stake everything on global companies the size of supertankers.

Building an effective lead gen machine

Lead gen for B2B sales is the process of turning identified prospects into genuine leads with a credible and timely interest in your product or service. If your B2B lead generation process is effective, it is your key to successfully identify, qualify and prioritize the most suitable candidates to nurture down the B2B sales pipeline.

The transformation of B2B sales
SHAREMeet those who make the modern B2B go-to market: “inside sales” sellers. Driven by changing B2B buying behavior, the sedentary [...]
How AI and data analytics can support vulnerable customers

Well before the COVID-19 pandemic began, the identification and protection of vulnerable customers was a significant focus for companies and […]

How AI is changing the retail experience

As part of our #servicereimagined series, Helen Murray, Chief Customer Solutions Officer for the UK Region, looks at how Artificial Intelligence […]