Sales Process

B2B vs B2C Sales: What Are the Key Differences and Similarities?
B2B vs B2C Sales: What Are the Key Differences and Similarities? When getting started in sales, it is crucial to always understand the customer you are selling to. Sadly, only 13% of customers believe salespeople are capable of understanding their needs. That leaves 87% of salespeople who don’t truly connect with their prospects, endangering the deal right out of the gates. By knowing exactly who you are targeting, along with what messaging is appropriate for the scenario, you avoid wasting time and resources on the wrong prospects — a misstep that can result in confused goals and missed opportunities. Knowing the difference between B2B and B2C is a fundamental part of....
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Should Your Business Use a Channel Sales Strategy?
Should Your Business Use a Channel Sales Strategy? Did you know over 60% of companies say channel partners help strengthen their annual revenue? When implemented correctly, channel sales can be the key to lifting your business to the next level.  It is a strategy that can be adopted by businesses of all types.  Is your company in a position to implement a channel sales strategy?  Keep reading to learn more about channel sales and understand if it is the right way to grow your business.  What Is Channel Sales? Channel Sales is the practice of distributing your product to consumers through different selling platforms.  Say your direct sales....
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Sales Operations: The Best Recipe to Boost Sales and Drive Growth
Sales Operations: The Best Recipe to Boost Sales and Drive Growth In today’s business climate, where extended buying cycles reign supreme and scalability is coveted, Sales Ops are key to a successful sales organization. However, as it is a recent development of the sales arm, and its responsibilities are closely tied to both sales management and sales enablement, many of its functions remain hazy.  Let’s shed some light on the world of Sales Operations...   Sales operations have been around since the mid 1970’s, when XEROX developed the first Sales Ops team. The need developed when sales management could no longer juggle sales strategy, territory management, and data crunching with sales leadership.  ....
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What is a Unique Selling Proposition and How to Create and Sell One
What is a Unique Selling Proposition and How to Create and Sell One What Is An USP?  How many times have you stood between two seemingly identical coffee shops, unsure of which you should go to for your morning fix? It’d be easier to decide if one had a distinctive edge. Your choice here will be based on that coffee shop’s "unique selling proposition", or USP. What is a USP? A USP is a statement of the central features that differentiate your product from homogenous competitors, and pulls clients in. In saturated markets, prospects will likely have a hard time deciding between options. Your job is to assist them by having an obvious....
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The Truth Behind Your Buyers’ Expectations in B2B Sales
The Truth Behind Your Buyers’ Expectations in B2B Sales We know that B2B selling can be challenging especially with so many competitors with similar products. As competition gets tougher and products start to lose their unique attributes, you will need to come up with new sources of value for your buyers. Identifying the rational and emotional elements that impact a B2B sell is the first step to come up with a value added proposition. In this article you will find out what makes B2B sales different and why you should approach them in a different way than B2C. Additionally we’ll show you the categories where you can level-up your....
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