Wholesalers: how to get more customers to order online

As a B2B wholesaler, how much of your sales is being submitted electronically by your customers themselves? Probably not much. Why are retailers and business customers not more open to using B2B wholesalers’ online sales channels? Traditionally, B2B wholesale was

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Useful metrics for measuring trade show success

Love them or hate them, trade shows can be a key component of finding success as a B2B wholesaler – ‘can’ being an important word here. The problem with trade shows is that B2B sellers spend a great deal of

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How to build better B2B sales relationships

The stronger the relationship, the more trust, the more commitment, and ultimately the more satisfaction. It all sounds so simple, and yet B2B relationships are lagging behind their B2C counterparts massively when it comes to building and maintaining a professional,

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Selling in the digital age: changes for small businesses

Small business sales processes are changing…at least, they should be. Many industries are currently undergoing what’s known as a ‘digital transformation’; a shift towards a more widespread adoption of technology, and the inclusion of this technology within day-to-day operations. Sales

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How to overcome a fear of failure in B2B sales

Failure in many business environments means just that: failure. In B2B sales, however, things are a little different. In fact, failure is a natural — and indeed positive — part of B2B sales. Why? Because if you’re closing every single

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The importance of target audience analysis in B2B sales

We’re living in an interconnected world. This is a world where we can connect with friends and family all across the globe through social media networks; a world where we can connect with businesses at the touch of a button;

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Keeping up with the new B2B buyer

For online B2B companies things seem to be on the up. According to Frost and Sullivan, the B2B online industry will be worth nearly $12 trillion globally by 2020, growth of almost 8% over five years. This positive trend is

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Before you register: preparing for a trade show

Attending a trade show has many advantages. For starters, you get a targeted audience, one who is interested in what you have to offer, and they are all congregated conveniently in one place. What’s more, is that you also get

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Businesses are going green – and why you should too

Becoming more ecologically responsible or going green is no longer just a matter of ethics. Businesses have come to realize that implementing environmentally friendly practices also makes good business sense. The significance of reducing one’s consumption, waste and carbon footprint

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Statistics show mobile app and device use in sales on the up

Making use of mobile devices and apps should no longer be a “maybe” or “someday” prospect for B2B companies but a must-have. Since the rise of smartphones and tablets, various studies have been conducted that prove what an essential role

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