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Your Sales Kick-Off Meetings Are a Waste of Time!

By Barbara Giamanco Leave a Comment

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting.

As the term implies, a sales kick-off meeting is meant to be a sales reset. An opportunity to review what worked and what didn’t in the prior year while also creating the positive momentum needed to achieve sales goals for the year ahead.

But let’s get real. Most SKO’s are a complete waste of time and money.

Throughout my sales career, I’ve attended plenty of these meetings and usually left them feeling ticked off that 3-5 days of my selling time was wasted, and I was away from my family to boot.

Though the “goal” is to set the stage for sales success, SKO agendas are dominated with things that do not help salespeople be better at the craft of selling. That includes new product announcements, product feature training, product demos, reviews of marketing materials, or execs who feel their title justifies air time with the sales force when it doesn’t.

Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting.

SKO’s are expensive! Studies suggest that the average per head cost is between $1,500-$3,000. Conservatively, it can cost $75,000+ for a 50-person sales team to attend your SKO plus the cost of other people in your company who attend too. That doesn’t even account for event planning costs, or the lost opportunity cost due to non-selling time while salespeople attend the event.

Companies are literally burning cash on SKO activities that do not advance sales performance.

Given the expense of these meetings, it is a huge miss to waste time on anything that does not directly impact a salesperson’s ability to sell more effectively to today’s modern buyer. As Salesforce reported in the 3rd annual State of Sales research, “winning deals still requires human to human interaction.”

And, it isn’t just any human interaction that will get the job done. It must be the right interaction that happens at the right time and in the right way.

Buyer expectations keep rising. How does your SKO prepare salespeople for this ongoing reality?

The surprising thing is that this is NOT a new revelation. What is surprising is how many companies remain mired in their own status quo, and as a result, they fail to adapt and act on what B2B buyers keep making clear. The salespeople they will give their time and attention to are the rare ones who demonstrate that they operate differently from other salespeople.

Nowhere on this list does it say that buyers want sellers coming at them with generic, product feature driven sales pitches. They certainly don’t care if you redesigned your marketing materials.

Buyers do say they have higher standards for salespeople, can take their business anywhere, expect vendors to personalize their approach, and that they will work with sellers who act as trusted advisors.

Use your SKO as an opportunity to train salespeople to be what buyers want them to be!

If buyers want to work with salespeople who are trusted advisors, what does that mean?

Trusted advisor defines the salesperson who has exceptional, targeted knowledge about specific business problems that decision makers in certain roles and industries face. These salespeople solve problems and put the needs of the buyer FIRST. Sales reps don’t become trusted advisors without help and that means training.

With that in mind, how is your SKO agenda training your salespeople to:

  • Engage rather than repel buyer interest with sales messaging and approach?
  • Conduct sales meetings using business acumen & insight vs. feature dumps & demos?
  • Manage multiple relationships with “buying teams”?
  • Compete with buyer status quo?
  • Reduce the sales cycle length and close deals more often?

A better playbook for designing that sales kick-off meeting.

  1. Planning beyond the event. Your plan must include what happens prior to the SKO, during the event, and how the training you deliver will be adopted and acted upon after the event.
  2. Clearly define the behavior you want to change. Be specific. After the SKO we want our sales reps to demonstrate competency in the 3 key traits of a trusted advisor. Then go deeper. What specifically does or will hinder our ability to evolve our salespeople into trusted advisors? Lack of training? The activity KPI’s we set today, which incent the wrong behavior? Are there internal systems, processes or even management biases getting in the way of the objective too?
  3. Plan pre-work prior to your kick-off event. Brainshark’s research found that “more than six out of 10 organizations (62%) don’t deliver pre-work to sales representatives in advance of their SKO, and 84% don’t conduct training in advance – neglecting to provide a foundation on the skills and topics that will be covered.”
  4. Create and block plenty of time for role plays at the event. Sports teams don’t show up on the field once a week expecting to win the game. They run plays and practice possible game day scenarios every day. Sales teams should operate the same way. Practice improves skills, turns them into ingrained habits and builds confidence.
  5. Reinforce. Your SKO sales training establishes the foundation for better sales results, and behavior will not change after one training. For salespeople to embrace and act-on the new skills they’ve just learned, coaching and management reinforcement must happen consistently after the event concludes.

Conduct your SKO with the right “end in mind” or don’t bother to do it all.

A sales kick-off meeting has huge potential if done in the right way.

The end goal should be that salespeople leave the event having improved their selling skills. The skills that decision makers expect of them. The skills that position your sellers to achieve their quota and deal profitability objectives in year ahead.

Everything else is a waste of money and time that can be better spent elsewhere!

Filed Under: blog, Featured Story Tagged With: b2b, leadership, meetings, productivity, sales, sales kickoffs, sales management, training

Dig That Well Before You’re Thirsty

By Barbara Giamanco Leave a Comment

By now, if you’ve read some of my work, listened to any of my interviews, you know that I believe that learners are earners. People often tell me that they have a desire to keep on top of their own learning but then complain that they just do not have the time.

We all have the same 24-hours in a day.

That is not meant to be flippant or sound like I lack empathy for others who may have more and different obligations than I do. I simply believe that when any of us choose to focus on what we believe to be important; we will make time for it.

Why make learning a priority?

As 21st century humans, we live in a world moving at speeds faster than our predecessors could have imagined. The rapid pace of change is dizzying, and all signs indicate that won’t be stopping any time soon.

To remain relevant as people and business professionals, our learning mindset must always be on. Whether it is through reading (I’m a junkie), podcasts, webinars or watching video clips, or any combination that works for you, there are so many ways to learn on the fly that you have no excuse not to.

Even 10-minutes a day learning something new will translate into 3,650 minutes of learning or 60.83333 hours of new learning each year!

You seriously cannot invest 10-minutes a day?

Harvey McKay wrote a book called Dig Your Well Before You’re Thirsty and while many books written about networking have been published since Harvey’s, what I liked about Harvey’s book is that he says DON’T WAIT UNTIL YOU NEED YOUR NETWORK to build it. Many an employee surprised by the news that their job was eliminated have discovered the hard way how painful it is when they don’t have a network to fall back on.

Networking and learning the 21st century way.

Online networking and relationship building using platforms like LinkedIn has never been easier. Yet, even today, I’m surprised at the number of people who barely keep their profile up to date, much less dig that well before they need it.

Aside from the networking and relationship building, LinkedIn has also become quite a learning resource. You can learn from others through their articles and posts or follow hashtags (#) that feature topics of interest most relevant to you.

The point is that you must keep up.

What you know today is important. What you know about what’s coming or could be coming is how you maintain relevance when others are left behind.

I’ll close this post with another book recommendation.

Range: Why Generalists Triumph in a Specialized World by David Epstein.

As David says, “Plenty of experts argue that anyone who wants to develop a skill, play an instrument, or lead their field should start early, focus intensely, and rack up as many hours of deliberate practice as possible. If you dabble or delay, you’ll never catch up to the people who got a head start. But a closer look at research on the world’s top performers, from professional athletes to Nobel laureates, shows that early specialization is the exception, not the rule.”

He makes the strong case that range of knowledge and skill is of high value. Being educated in many different areas I have found to be of great importance as a sales professional. The more diverse our education and skills, the easier it is to connect with people on so many different and diverse levels.

I’ll continue to promote my belief that learners are earners. A few times each month, watch for posts that promote books, podcasts, articles or videos I recommend.

AND… please share YOUR favorites with me and my readers in the blog comments.

Filed Under: blog, Previous Posts Tagged With: b2b, commission, digital transformation, earning, education, learning, productivity, revenue, salary, sales

Hit the Bullseye: Know and Do the Most Meaningful Activities w/Kristina McMillan

By Barbara Giamanco Leave a Comment

In this episode, Barb talks to Kristina McMillan, VP of Research at TOPO about why it is so important to FOCUS on the right activities if you want to achieve the right sales results.

Focus – on the right activities that drive revenue goals – is always important no matter the time of year! Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus?

Sales activities should be driven by current data, trends and buyer expectations. With that in mind, Kristina shared her perspective and the research on the most meaningful revenue-generating activities & tactics reps need to focus their selling time on each and every day.

I asked Kristina what she thought the missteps were given that roughly 50% of sellers didn’t achieve quota in 2018.

As we think about how business and buyer expectations keep evolving, Kristina told me there certain critical skills that every seller should have and/or be developing to meet these evolving dynamics. Sales leaders should pay particular attention to this portion of the interview!

Kristina is teaming up with Jeremey Donovan, SalesLoft’s SVP of Sales Strategy and GM of the NYC office during a session at SalesLoft’s Rainmaker 2019 conference in Atlanta March 2019. You’ll hear what you can expect to when you attend the session. Kristina shared a couple of key takeaways. Meet Kristina and sit in on her session with Jeremey on Tuesday, March 12 @ 3:30pm for their presentation on Bullseye: Data-Driven Ways to Increase Pipeline. 

We closed the interview with a discussion about what Kristina’s business/sales journey been like for her. She shared her personal learning’s and guidance to other women in business and in sales.

Listen and enjoy and insightful, power packed interview!

BTW – Get your tickets for TOPO’s annual Summit happening April 17-18 in San Francisco.  Spend two days learning from the world’s best sales and marketing organizations. With over 60 sessions & workshops organized around six tracks, you’ll learn about the most important topics in revenue.  See the agenda and register before the summit sells out!

http://secureservercdn.net/198.71.233.179/q7g.56b.myftpupload.com/wp-content/uploads/2019/03/WIS_KristinaMcMillanFinal_030519.mp3

Apple Podcasts  – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.

Spotify  Stitcher  Google Play   Don’t use any of these platforms to listen? Listen to Episode 42 with Kristina above.

About Kristina:

Kristina McMillan is the VP of Research at TOPO. She leads the analyst and consulting teams for all of TOPO’s practices. Her organization develops and delivers frameworks and best practices that help clients cultivate world-class marketing, sales development, and sales organizations. She has worked with hundreds of high-growth companies from early-stage start-ups to industry giants, such as Google, Oracle, HP, and more.

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Thanks to our Sponsors!

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 

SalesLoft, the leading sales engagement platform. Join them this March in Atlanta for 3 days of learning, networking, and inspiration at their annual Rainmaker conference! With over 100 speakers and 40 track sessions, their annual Women’s Breakfast and a performance from Grammy winning band Blues Traveler, this conference is not one to miss. Get your tickets today at rainmaker.salesloft.com.

Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Filed Under: blog, Women In Sales Tagged With: ABM, account based, b2b, B2B sales, BDR, focus, go to market, inside sales, leadership, product, sales, sales productivity, SDR

The Sales Leader's Role in Complex Selling with Alice Heiman, Alice Heiman, LLC

By Barbara Giamanco Leave a Comment

In this episode (#35), we talk about The Sales Leader’s Role in the Complex Sale. I think this is an important conversation because it seems to me that you want a balance. Reps have a job to do, which includes closing the business, and at certain points in big deals they may need to bring in bigger guns to help move the opportunity along.
My guest today is Alice Heiman CEO and Founder of Alice Heiman, LLC. Alice and her team helps SMB companies drive sales growth by incorporating the newest research and the best practices to enable CEOs, business owners and sales leaders to bring about sustainable change that leads to growth.
As with so many of my guests, I asked Alice what led her to pursue a career in sales?
Then we discussed the following questions:

  1. Alice you have a different role in the sales world than most of the people we talk to. Alice told me more about what she does.
  2. What are the struggles that company leaders are having with sales?
  3. What is the role of a company leader in sales?
  4. How can a company leader determine if they have a sales culture that will produce the result they need?
  5. How can a company leader build a great sales culture?
  6. What’s the number one thing that a company leader can do to ensure their company gets the sales growth they need?

Another insight packed interview, which I encourage you to listen to and enjoy!
Apple Podcasts  – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.
Spotify  Stitcher  Google Play   Don’t use any of these platforms to listen? Listen HERE
About Alice:
Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.
The Alice Heiman, LLC team helps small and midsize companies drive sales growth by incorporating the newest research and best practices to enable CEOs, business owners and sales leaders to bring about sustainable change that leads to growth.
Thanks to our Sponsors!
This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 
Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Filed Under: blog, Women In Sales Tagged With: b2b, ceo, complex, medium business, owner, sales, selling, Small Business

B2B Sales Success with Ken Lundin

By Barbara Giamanco Leave a Comment

In this episode, I talked with Ken Lundin. Ken is hosting the B2B Sales Summit, which we discussed in the interview. He was gracious enough to collect 28 of the top speakers to supercharge your sales activities by bringing you the whole experience free of charge. No pitches just pure content – it’s an irresistible opportunity. Remember, learners are earners so take advantage of this incredible chance to jumpstart your B2B Sales Success. REGISTER NOW.

Here is what you will learn about in my interview with Ken.

For most listeners, their sales year has just kicked off, and for those listeners who are half-way through their sales year, Ken’s nuggets of advice apply to you too.

Ken started off by sharing his actionable advice about the steps that salespeople both individual contributors and their managers do to set themselves up for success.

For anyone looking to fill their pipeline with more qualified sales opportunities, Ken shares his thoughts on the top priorities to focus on to get you there.

The sales cycle is often misunderstood, and Ken and I talked about the most misunderstood aspect of the selling process.

Learn what a salesperson or their sales manager do today to improve their sales in the coming year.

Hear from Ken about why he decided to create The B2B Sales Summit kicking off on February 6, 2018.

Ken told me what surprised him most when interviewing some of the top sales influencers around the world.

Enjoy the interview AND REGISTER NOW for the B2B Sales Summit for FREE!!

Event Dates: February 6, 2018, to February 14, 2018

  • There will be 3-4 interviews made available each day.
  • Daily sessions will be live for 24 hours and then the next set of videos will be released.

About Ken Lundin:

Ken made his sales bones by delivering $26,000,000 in contracts in under 9 months and being a part of a management team recognized as 1 of INC 500 Magazine’s fastest growing companies for 3 years in a row driving sales from under #2 million to $77 million in just 4 years.  Today, he is a consultant for Span the Chasm, helping deliver sustainable sales growth for companies under $100 million in revenue and the Host of The B2B Sales Summit.

Filed Under: blog Tagged With: 2018, b2b, lead generation, referrals, sales, sales management, sales process, Sales Summit, social selling

Does Cold Calling Still Work?

By Barbara Giamanco 5 Comments

In this day and age, many unsolicited sales calls go unanswered. Modern sales and marketing professionals are up against savvy buyers who have easy access to detailed product information on the Web and through Social Networks.

Everyone is connected to the latest information. Buyers today are pretty good at blocking your calls and emails, through Caller ID, email spam filters and they can easily send your email to its grave with a simple click on the delete button. But since so many sales people continue to follow this old school approach, it makes me wonder if in their minds they are saying to themselves…”I just know that I can get through all these defense mechanisms and land that one magical deal.”

Can they? Based on what clients are telling me, I believe the answer is no.

This question was the subject of online consultancy Software Advice’s latest Google+ Debate, “Does Cold Calling Still Work?” The panel, moderated by Derek Singleton, brought together inbound marketing and inside sales experts to debate three questions:

  • Given how the Web has empowered B2B buyers, is cold calling still relevant in the Internet Age — and are companies still generating a return on investment (ROI) on it?
  • With other lead generation activities on the rise, like paid search and content marketing, can cold calling help marketers stand out from the noise?
  • Can inbound marketing and analytics help us better decide who to cold call and when?

Here are the takeaways from the discussion, and I’m pleased to say that they jive with what I have been evangelizing for several years now.

Cold Calling is Shifting to Warm Calling

Understandably, every panelist agreed that cold calling (in its original form) is decreasing significantly in effectiveness. Furthermore, there is no excuse for business calls to be random and unsolicited anymore. In the words of Anneke Seley, Founder and CEO of Reality Works Group, “in this day and age, there’s no excuse for a call to be cold anymore.” Anneke – you are right on!

I recently read a Selling Power poll in which 47.76% of sales reps said that they were never prepared for the initial conversation with a prospect and 2.81% said that they were rarely well prepared. That, my friends means that 50% of the sales reps out there either can’t or won’t take the time to do a little homework before engaging with their prospect. And that should be enough motivation for companies to expect their salespeople to approach prospects differently. When you can turn to LinkedIn, Twitter, Google+ and Facebook, and it is SO very easy to find out information about your prospect before you pick up a phone, why aren’t more sales reps doing it? Your prospects, by the way, are using similar channels to learn about you before committing to a call.

The group described the process of doing your homework in advance of calling prospects “warm calling.”

Only Call the People that Come to You

But Mike Volpe, CMO of HubSpot, thinks that marketers can take it one step further and not even waste time reaching out in this manner. Volpe believes that the world is shifting away from any type of outbound marketing – I respectfully disagree Mike – and that your inside sales team should only reply to inbound inquiries because you already know that they have an interest in your product or service.

Meanwhile, Volpe explains that inbound marketing tactics like SEO and PPC that are significantly cheaper than doing things like employing a great sales rep to make outbound calls. And he says it’s also a much less invasive approach to contacting buyers.

Sounds good but are all inbound inquiries created equal? I’m probably not the only one who likes to benefit from all the free informational content out there. I may have downloaded a white paper on your website, which many marketers would term an “inquiry” but that does not mean that I’m a qualified buyer. In defense of Hubspot, they are pretty savvy in terms of knowing when salespeople should engage with someone who proactively entered their world, but I would say that a lot of companies still are not at Hubspot’s level of sophistication.

Find a Happy Medium by Employing Both Tactics

Of course, there’s usually room for middle ground. And that’s where Ken Krogue, President of InsideSales.com, sided on the debate. According to Krogue, InsideSales.com relies very heavily on inbound marketing tactics but the leads they generate by purely inbound means just aren’t high enough value. So he turns to very targeted outbound calling after warming up contacts. To quote Krogue:

“If we [at InsideSales.com] just rely on the Internet to bring us leads, it’s like a fish sitting in a pond waiting for the river to bring whatever it brings them. What we’ve found is that if you look at a typical bell curve, 70 percent of all the leads that come in are small. For example, we’re moving up to enterprise class companies and we have to forget about the Web bringing us those leads and have to reach out to initialize the conversation (usually through calling), then we move to a Web-based type of nurturing.”

In any Case, Marketing is Becoming Permission-Based

One point each panelist could agree on was that lead generation is shifting toward a permission-based model of marketing. This means marketing will need to evolve into being about showing buyers the value to them in doing business together, and ultimately getting them to come to you. If you aren’t demonstrating your value in a tangible way, then buyers will increasingly overlook your company; ignore your marketing efforts and move onto the competition.

It was a great discussion from thought leaders that I admire and follow. I’m curious. What are your thoughts on the evolution of outbound and inbound selling and marketing? Share your thoughts and comment below.

If you’d like to read the full article, visit the B2B Marketing Mentor

Filed Under: Uncategorized Tagged With: b2b, inside sales, marketing, permission marketing, sales, social selling

Don't Get Booted from the C-Suite

By Barbara Giamanco Leave a Comment

Anyone who knows me also knows that I am NOT a fan of cold calling. Perhaps it had its place in sales history, but I wonder. Was it ever truly successful? No one likes the process really. Not the sales people being told by management to do it, or the unsuspecting prospects who are receiving the call. Frankly, I just don’t get why there is still such a large contingent of sales people out there who insist that cold calling is a viable sales approach. So, all I can figure is that they must be selling a product or service that is largely transactional in nature not requiring a lot of buy-in from senior management.
Calling High in the Organization
In enterprise level selling, which requires you to gain access to the relevant senior executive(s) in the organization, cold calling isn’t a smart strategy. Why? The traditional approach is to use a canned product/feature script that you rattle off to everyone you call. Executives aren’t interested. And, invariably you are coming to the party way too late anyway. Do you even know when the senior level executives get involved in the buying process?
Even if you can get the right executive on the phone at the right time in the process, is your call addressing their needs or yours? I think that most of us can agree that typically sales people are focused on their own agenda – getting that appointment or sale. The reality is that executives don’t buy features and benefits.  It isn’t that those things aren’t important, but a senior executive wants to know how what you sell solves their business problems on a much bigger scale. In order to know what problems they are facing, sales people need to do their homework. That’s where social media fits in.
“Executives are increasingly using the Internet to inform their views, but they do not type in the category because early in the process, they’re not educated enough to know where a solution will come from. Instead, they search based on the problem confronting them.” –Selling to the C-Suite.
For the naysayers who believe that social media doesn’t have a place it the world of B2B selling, take note of this quote. Executives ARE using social media to source information about products and services that can solve their problem. Moreover, using tools like LinkedIn can give you incredible leverage during the sales process. Gain competitive advantage by better targeting and qualification, as well as planning for that all important conversation when you connect with the senior executive you have in mind.
To get to the C-Suite, planning and research are key. Have you done yours?

Filed Under: Uncategorized Tagged With: b2b, c-suite, executive, sales, selling

Don’t Get Booted from the C-Suite

By Barbara Giamanco Leave a Comment

Anyone who knows me also knows that I am NOT a fan of cold calling. Perhaps it had its place in sales history, but I wonder. Was it ever truly successful? No one likes the process really. Not the sales people being told by management to do it, or the unsuspecting prospects who are receiving the call. Frankly, I just don’t get why there is still such a large contingent of sales people out there who insist that cold calling is a viable sales approach. So, all I can figure is that they must be selling a product or service that is largely transactional in nature not requiring a lot of buy-in from senior management.

Calling High in the Organization

In enterprise level selling, which requires you to gain access to the relevant senior executive(s) in the organization, cold calling isn’t a smart strategy. Why? The traditional approach is to use a canned product/feature script that you rattle off to everyone you call. Executives aren’t interested. And, invariably you are coming to the party way too late anyway. Do you even know when the senior level executives get involved in the buying process?

Even if you can get the right executive on the phone at the right time in the process, is your call addressing their needs or yours? I think that most of us can agree that typically sales people are focused on their own agenda – getting that appointment or sale. The reality is that executives don’t buy features and benefits.  It isn’t that those things aren’t important, but a senior executive wants to know how what you sell solves their business problems on a much bigger scale. In order to know what problems they are facing, sales people need to do their homework. That’s where social media fits in.

“Executives are increasingly using the Internet to inform their views, but they do not type in the category because early in the process, they’re not educated enough to know where a solution will come from. Instead, they search based on the problem confronting them.” –Selling to the C-Suite.

For the naysayers who believe that social media doesn’t have a place it the world of B2B selling, take note of this quote. Executives ARE using social media to source information about products and services that can solve their problem. Moreover, using tools like LinkedIn can give you incredible leverage during the sales process. Gain competitive advantage by better targeting and qualification, as well as planning for that all important conversation when you connect with the senior executive you have in mind.

To get to the C-Suite, planning and research are key. Have you done yours?

Filed Under: Uncategorized Tagged With: b2b, c-suite, executive, sales, selling

B2B Social Sales Facts & Figures

By Barbara Giamanco Leave a Comment

Thanks to the folks at Inside View for putting together this incredible infographic demonstrating facts and figures for B2B sales.

smb2bfactsfigures insideview

To see the full scale image, click here!
Here are a few things in the infographic that caught my eye…
Most popular social media sites for generating B2B traffic:

  1. LinkedIn 17,618
  2. Reddit 11,968
  3. Wikipedia 10,944
  4. Twitter 6,170
  5. Facebook 4,455
  6. StumbleUpon 2,557

Future Growth of Social Media
futuregrowth
I encourage you to click on the link above to view the graphic in full scale mode. The numbers may surprise you!

Filed Under: Uncategorized Tagged With: b2b, inside view, sales, social media

B2B Social Sales Facts & Figures

By Barbara Giamanco Leave a Comment

Thanks to the folks at Inside View for putting together this incredible infographic demonstrating facts and figures for B2B sales.

smb2bfactsfigures insideview

To see the full scale image, click here!

Here are a few things in the infographic that caught my eye…

Most popular social media sites for generating B2B traffic:

  1. LinkedIn 17,618
  2. Reddit 11,968
  3. Wikipedia 10,944
  4. Twitter 6,170
  5. Facebook 4,455
  6. StumbleUpon 2,557

Future Growth of Social Media

futuregrowth

I encourage you to click on the link above to view the graphic in full scale mode. The numbers may surprise you!

Filed Under: Uncategorized Tagged With: b2b, inside view, sales, social media

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