Category: Demand Progression

Are Your Salespeople Spectators — or Ringleaders — to the New Buying Committee Circus?
The number of decision makers within a buying committee has been on the rise. A recent DemandGen Report shows that

Are Your Salespeople Brave Enough to Depart on a Discovery Questioning Quest?
In lead qualification and discovery, almost all sales thought leaders tout the same advice: asking questions is key. I could

5 REASONS BUYING COMMITTEES ARE NOT CHOOSING YOUR SOLUTION
Buying committees are on the rise in the new B2B buyer journey. No longer are your salespeople addressing just the

Buyer Retention vs. Acquisition: Should You Try to Achieve Both?
Without buyers, you do not have a business — which is why it is important to both engage more while

The Golden Rule of Buyer Retention
Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more

5 PROVEN BUSINESS DEVELOPMENT TECHNIQUES TO IMPROVE SALES RESULTS
Few professional sellers enjoy the challenge of business development — and even fewer excel at it. Generating high-quality leads is

Sellers, Be the Heroic Expert — For Your Buyer
When buyer/seller harmony is achieved, more than a sale is made. Value is exchanged. Yet, for a number of reasons,

RICH Virtual Content: Part II — Is your virtual content full of innovative ideas and insights?
No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Virtual selling

Your 3 Greatest B2B Lead Generation Activities for 2H 2020
B2B lead generation traditionally has centered around in-person engagements. Salespeople traveled by car and plane to meet with prospects and

Seek to Serve Spotlight: How HireBetter Remained Relevant During a Worldwide Talent Upheaval
Once COVID-19 hit in early 2020, companies around the world pushed pause on hiring. In fact, for many the situation