Business-to-business companies are always on the lookout for potential clients who can really benefit from what they have to offer. As a result, lead generation has proven to be one of the most difficult yet crucial pursuits of a B2B. A lead generation study discovered that “Generating high quality leads is still the top issue for 59 percent of marketers.” The fact is, targeting the ideal person or company is more important to a B2B than getting a wildly high volume of ineffective prospects. Quality over quantity.

The most pivotal analogy I’ve come across about lead response compares a lead to a freshly captured fish and here is why it pays to be as quick with your catch as it does to be quick with leads. 

Now, stay with me here.

Negotiation is a part of life. This method of discussion can help accomplish personal and professional goals set for yourself. You can negotiate a job offer to achieve a higher salary, a promotion for advancement within your organization, or a better vehicle price at the dealership.

What salesperson works 24/7 without taking breaks or getting paid commission? Your website! This fully self-service, consistent, helpful hub for everything about your business is perhaps your strongest marketing and sales asset. 

But is it reaching its full potential? Is your website optimized to generate leads all day, every day? Does it help your marketing team qualify leads? Does it help your sales representatives close more deals?

If not, you may be leaving valuable money on the table. 

In this article, you’ll learn best practices to optimize your site for lead generations and ensure effective on-site engagement.

What a change a year makes!  In 2020, businesses shutdown in response to Covid-19.  Most businesses adapted with strategies learned in prior recessions, cutting costs and laying off employees to preserve cash.

A year later consumer demand has snapped back, complicated with unanticipated supply chain issues and many businesses are struggling to adapt.

In the old days, voicemail was the only way for the party receiving the call to know who it came from. These days, an unanswered call gets followed by a text message, asking for a call back.

Buyers are inherently skeptical — anyone who has been in sales for any length of time surely knows this. And indeed, buyers should be skeptical. They are responsible for protecting the interests of the company they work for, and you, the sales representative, are an unknown quantity. Here are actions a salesperson can take to overcome skepticism, to win buyers over as quickly as possible.

Staying motivated in sales isn't easy. In this post, you'll learn 10 great ways to stay motivated as a salesperson.