Integrity Solutions
DECEMBER 12, 2022
Throughout the decades, sales experts and consultants have touted a variety of so-called surefire tips and tricks for account prospecting, targeting and conversion. You can think of the traditional approach to B2B sales like fishing with a net. The past and present of B2B sales: It’s all related.
Contrarian Sales Techniques
NOVEMBER 9, 2022
In SPIN Selling book, Neil Rackham, a former president of Huthwaite corporation, shares his 12 years of research and 35,000 sales calls to guide you through becoming a successful salesperson. It's an essential reading for anyone who is interested in learning more about how to improve their sales skills.
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Map My Customers
JUNE 14, 2022
While you are out in the field, there’s also the possibility that you are “driving past revenue” This happens when you are just hopping from one customer to the next without doing any sales prospecting in between. The platform optimizes productivity and sales effectiveness for the entire team.
Integrity Solutions
MAY 6, 2022
And for those in the sales profession, sales books are one easily accessible way to engage in continual learning, even when you’re on the road. To help you narrow it down, we have compiled a selection of some of the best sales books (in our opinion) to read this summer, starting with two from Integrity Solutions.
CloserIQ
FEBRUARY 19, 2019
Prospecting is a vital aspect of sales success. Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. It’s turned into a full-on, anti-cold calling trend, which is not the right move in our books. Ignore every book that told you to use this line.
Spotio
JULY 25, 2023
B2B sales has evolved over the years. Cold calling and direct mail are still useful for some sales processes, but the way in which we do business has changed a lot. More companies are investing in B2B sales teams — inside and outside — across a range of industries. What Is B2B (Business-to-Business) Sales?
Spotio
OCTOBER 26, 2022
This is especially true when it comes to building your prospecting list. But, building a list is easier said than done because identifying prospects in your target market and finding their contact information can be both difficult and time consuming. Things to consider before investing in sales prospecting tools.
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