Who should receive the ‘inbound enquiries/leads’ – Marketing, Sales, or ISEs? One of the biggest sources for leads is ‘inbound inquiries’. Everyone loves them – the prospects know your company and your solution and have a pain. These leads invariably close the fastest. The Sales leaders initially get this inbound leads source. But as the…
Are the boundaries between B2B and B2C sales blurring or are they moving farther apart? There are some signs that B2B is getting nearer to B2C: #1 Consumerisation of IT makes B2B selling and buying more human and humane #2 Millennials are injecting much more personality in B2B selling and buying. #3 Sales isn’t controlling…
How do you differentiate your B2B Services in a crowded maturing market? If you have already been sharpening your USP, carried out your STP exercises, attended design thinking workshops and are still not making any progress, perhaps it is time you changed the goalposts. You can try attacking customer experience! CX comes from the B2C…
We never sell “socially”! Social Selling is not about selling. Not unless we are getting someone to buy something using a credit card online – and that falls under the purview of Digital Marketing. Social Selling is about researching, writing, reaching-out and nurturing buyer personalities on Social Media. It is about making the relationship so…
Nothing is more sacrosanct in B2B sales than closures. However, through bad habit and client conditioning, closures invariably get pushed to the last month, last week, last few hours of the quarter. Here are some tips to overcome this scenario: 1) Having weekly/monthly closure targets and reporting rather than quarterly targets. Many PAAS & SAAS…