B2B Sales Blog
Practical articles for wholesalers, distributors and B2B sales teams. Explore tips on mobile sales apps, digital catalogues, customer management, field sales, inventory, sales processes and growing your business.
The what, where and how of a value proposition
Telling people that you and your products are the best simply isn’t enough to convince companies to buy what you’re selling. You most likely have competitors that provide similar products and benefits as you do. You need to find a…
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How to directly appeal to B2B decision-makers and influencers
Most B2B companies go through the same type of cycle when deciding on a product (awareness, evaluation and purchase) and in each part of this cycle you will find certain types of people who drive that stage. Each person in…
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Interesting B2B marketing campaigns to inspire
There has always been the misconception that B2B marketing is boring and that B2C is where ad execs go to execute their creative wiles. However, some well-known B2B companies have successfully thought outside the box and can inspire you to…
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B2B buyer personas – what are they and why do they matter?
Every company has a specific audience in mind that they would like to cater to. This target audience is filled with individuals and companies who they believe will be most interested in what they have to offer. In order to…
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Knowing when to discontinue a product
Each product goes through four stages in its life cycle which you may be familiar with already. The first introduction stage is where the new product or line is launched. Rapid growth for the product occurs next as customers start…
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The power of storytelling within sales
“A good salesperson knows how to talk; a great salesperson knows how to tell a story.” – Rivka Willick, story coach and writer Conveying events through the art of storytelling is a technique as old as time itself and…
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Productivity tips every sales rep should be implementing
We know you have things to do and places to be. And we also know that it sometimes feels like there are just not enough hours available to accomplish your goals. We scoured the Internet to find you some practical…
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Accommodating cultural differences in sales
The rise of globalisation has given people from vastly different cultures the ability to exchange products and ideas in a way that was not possible before. The benefits of this global network can be numerous. However, it is bound to…
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The basics of tablet security for field sales reps
There are risks involved with everything. Many businesses see tablets as particularly risky because of their mobility as well as the weakness of the built-in security features. These two factors, among others, can lead to businesses shying away from allowing…
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Engaging B2B customers through social media
B2B companies have the unfortunate reputation of being seen as “boring” or “stiff” and therefore not suited to informal online environments like Facebook or Twitter. However, this reputation is undeserved and can be changed. Even though the B2B industry deals…
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