Best in B2B Growth – Week of 3.7.2016

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By Sanjit Singh

In this week’s issue of LeadCrunch’s Best in B2B Growth, we bring you a diverse set of articles about B2B story creation, killer social media campaigns, B2B sales success, and how to flip your funnel to accelerate sales. Also read about 9 B2B sales predictions for 2016! 

 

Enjoy your week!

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Curated content – summary


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Curated content – detailed

The Importance of Metaphors & Stories in B2B Sales, by Jamie Kornblum, Uberflip

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In B2B sales, it’s often tough to cut through the clutter in order to get our point across to our prospects. It’s even more difficult to be remembered, stay relevant in our prospects minds, and make things happen if we are unable to deliver our message effectively. We often forget that as much as we know what we do as a business, it might be difficult to paint a picture for the individual on the other end of the conversation. So you might sometimes ask yourself, “How do I deliver a really complex message in a simple way? Why is this person not understanding what I’m saying?” One way that salespeople can really differentiate themselves and add value is by using metaphors in the sales process; or better yet, telling stories. [read more]

How To Set Goals For A Killer B2B Social Media Campaign, by Daniel Kushner, JeffBullas.com

Conversions-graph-for-winning-B2B-social-media-marketing-campaign.pngEvery sales department is trained on the perfect close. Whether it is writing up trade show orders, selling e-commerce services, merchandise displays or inventory management systems, the biggest sales investment by organizations is typically focused on the end of the process. While this is important, very little time is spent training sales reps on how to secure the very first conversation — which is the real key to sales success. It’s no secret that you can’t get to the last conversation without having the first, so the prospecting phase of selling is critical. [read more]

Do’s & Don’ts of B2B Sales Success, by Mike Scher, Apparel

Every sales department is trained on the perfect close. Whether it is writing up trade show orders, selling e-commerce services, merchandise displays or inventory management systems, the biggest sales investment by organizations is typically focused on the end of the process. While this is important, very little time is spent training sales reps on how to secure the very first conversation — which is the real key to sales success. It’s no secret that you can’t get to the last conversation without having the first, so the prospecting phase of selling is critical. [read more]

The Future of Sales: 9 B2B Sales Predictions For 2016, by Danny Wong, The Huffington Post

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In its 2015 report, SAP addressed the question, “What’s the Future of Sales?” Among 1,220 global business buyers, the survey found, “The dynamics between buyers and sellers have changed. Whereas once sellers were seen as an unparalleled source of information, the digital revolution has shifted the balance of power, equipping buyers with much of the information they need to make purchase decisions and fundamentally altering how and where sellers are able to add value to this process.” Indeed, the information age has birthed sophisticated enterprise customers. And sales teams everywhere have learned to adapt. [read more]

 

Flip Your B2B Funnel on Its Head and Close Sales More Quickly, by Sangram Vajre, MarketingProfs

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We B2B marketers are on the cusp of an evolution. This shift in the industry is caused by the rapid growth in marketing technology (MarTech). The relatively new MarTech industry has grown by 98% between 2014 and 2015, with nearly 2,000 vendors covering the landscape and offering a variety of data collection, personalization, and automation tools. Armed with that tech, B2B marketing and sales teams are enhancing sales strategies through effective customer engagement, much like their B2C counterparts. [read more]