Insights

Buyers are more informed than ever. Sales cycles (especially business to business - B2B) are complex, lengthy and high-stakes. The market is saturated with start-ups and large orgs with even larger budgets with one goal of outpacing you. It’s time for a new sales team. Get ready to meet them. 
 

Sales are the lifeline to the bottom line, but there’s a disconnect. Traditional sales strategies focus only on sales, and that’s only part of the story. Stop throwing your time and money at sales enablement strategies that just don’t work anymore. It’s time to start making the shift to buyer enablement. 

Most B2Bs have a few big problems in account management—there’s a heck of a lot on their plates. Ultimately, this will lead to burnout, missed goals and money left on the table. But there are ways you can tweak your account management strategy that can turn into big money for your bottom line.

We love a sales pipeline, especially when it’s full of opportunity. The work of a successful business to business (B2B) sales team, especially in complex sales environments, is effective management of that pipeline. But all too often, it gets jammed. So how do you clear those road blocks?

If you’re in sales, you know the high that comes from having a particularly great prospect meeting. The best way to use that energy is to provide an impressive meeting recap because that follow up is a critical step in the buyer journey. 

B2b selling cycles are complex, intense and long, client cross-selling can be equally complex and intense, but just as profitable to the bottom line. Effective cross-selling strategies are worth your time but require some strategy, some planning...and a few dos and don’ts.

Not only are existing customers more likely to buy after or during the time of sale, there’s also no additional costs. It’s strategic selling at its finest. Which makes effective cross-sell and upsell sales enablement strategies a great investment. 

For b2b teams and long-term sales cycles, sales enablement is even more important. Without a good plan, you risk losing the sale and potentially months of work. These five tips will help you strengthen your sales strategies and position your teams for success.

Cross-selling and upselling are some of the most useful ways to drive revenue, but to achieve success, sales teams need to personalize, enable buyers, and build loyalty with customers.