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4 Proven Sales Techniques for Selling to Small Businesses

4 Proven Sales Techniques for Selling to Small Businesses

Do you spend most of your time selling to Small Businesses (SMBs)? Are you thinking of redefining your sales strategy to focus more on Small Business customers? It’s easier to get in touch with key decision makers when you target SMB companies. In the majority of...

How To Approach Prospects You’ve Not Spoken To Before

How To Approach Prospects You’ve Not Spoken To Before

Let’s be honest… we all hate getting emails from strangers. Whilst cold emailing can have impressive open rates, the typical reply rates is less than 2%. Cold emailing might have worked in the past, but it’s nowhere near as effective now as it used to be. But more...

What Sales Metrics Should B2B Organisations Be Tracking

What Sales Metrics Should B2B Organisations Be Tracking

Selling to other businesses is completely different than selling direct-to-consumer. In B2B sales, the stakes are often much higher, and closing the deal can be a more involved process. That's why defining and tracking relevant metrics for your B2B sales organisation...

Lead Capturing At Trade Shows Doesn’t Always Work

Lead Capturing At Trade Shows Doesn’t Always Work

A couple of weeks ago I attended a conference run by a major software vendor, and the event incorporated an exhibition area for other software suppliers to promote their products to users and partners. Because I work in extensively in this particular field, I use the...

4 Proven Techniques for Selling to Small Businesses

4 Proven Techniques for Selling to Small Businesses

Do you spend most of your time selling to small businesses? Do you want to fine-tune your sales strategy to focus more on small business customers? You’re in the right place. Before we delve into how you can sell to small businesses, it’s worth taking some time to...