There is a shift underway in the B2B buying cycle as consumers are increasingly digital. How will you adapt to meet these new demands? Visit our blog to learn how to connect with new digital customers! There is a shift underway in the B2B buying cycle as consumers are increasingly digital. Here are some powerful stats to consider: 89% of B2B purchasers use the internet to research their buying decisions. B2B research is self-directed as […]
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Make Your Website a Digital Sales Accelerator
Learn how the new digital buying cycling requires B2B marketers to think differently and how a website can fuel the sales process by incorporating digital sales accelerators. Make Your Website a Digital Sales Accelerator In a previous post, B2B Lead Generation and The Sales Engine: The Pathway to Predictable Sales Growth, we discussed the components of the sales engine and how one client is successfully providing actionable lead generation to its independent rep partners. In […]
Read MoreAlex – I’ll Take 3D CAD Models for the Design Win!
How industrial suppliers can make 3D CAD models accessible to technical buyers as part of a holistic digital strategy to enable the “design win.” Learn more today! In the industrial and MRO marketplace, there are few strategic sales and marketing activities that enable the “design win.” If you’re not familiar with the “design win” allow me to explain. Some manufacturers or distributors have products that lend themselves to being “designed in” or “specified” into a […]
Read MoreThe Greatest Sales Tool Ever!
Listening is most effective when a salesperson directs the conversation by asking good questions and allowing the customer to share information uninterrupted. Learn more today! Part 1 – Directed Conversations & Active Listening As a sales professional, my biggest pet peeve is salespeople that don’t listen. Experience has shown me that many salespeople view customer meetings as an opportunity to “hold court.” I find it obnoxious and rude, so much so that I’ve been known […]
Read MoreTransfer Tribal Knowledge to Drive Productivity
During my interactions with industrial clients, it’s common to see organizational constraints. This is where my expertise can help you succeed. Learn more today! Most of my clients are industrial distributors, manufacturers and service-based organizations in the B2B marketplace. Across the board, I’ve found that most companies have finite, technical knowledge residing with an individual or sub-group. These specialists are valuable to their organization but the isolation of their knowledge can also be a constraint […]
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