Blog

Inbound Marketing & Sales Development Inspiration

3 Keys to Having a Strong B2B Sales Department

Neal Lappe Neal Lappe Posted May 1, 2016 3 minute read

Many small business owners long for that ever-elusive high-performing B2B sales department.  That’s not a surprise considering the frustrations and failed efforts to hire salespeople who can..

Read More

Topics: Sales, Sales Training

Selling B2B - 6 steps to making a successful sales pitch

Neal Lappe Neal Lappe Posted April 16, 2016 3 minute read

Outbound prospecting is important to any B2B sales program.  With warm leads, you’re asking a lot of questions to determine what problems to solve.  But, when you’re prospecting with cold leads,..

Read More

Topics: Sales, Sales Training

How Sales can Influence the Customer Experience

Kristin Harrison Kristin Harrison Posted March 16, 2016 4 minute read

The salesperson's role is to acquire new clients and/or generate more revenue from existing clients.  After a deal closes, it's often passed off to an account manager of a fulfillment team.  The..

Read More

Topics: Sales, Sales & Marketing, Sales Training

Don't Waste Time on Unqualified Sales Leads

Neal Lappe Neal Lappe Posted March 5, 2016 4 minute read

Some salespeople chase bad leads.  It’s one of the most frequent problems I see.  They invest lots of time and resources only to find out it’s a poor quality lead and no sale is made.  

Read More

Topics: Sales, Sales Training

4 Strategies for Building a Predictable B2B Lead Generation Machine

Neal Lappe Neal Lappe Posted February 21, 2016 3 minute read

Lack of sales activity, lead generation, is the leading cause of B2B salespeople not meeting their quotas.    This article describes four strategies for developing and executing a sustainable lead..

Read More

Topics: Sales, Sales Training

Track your Pipeline from Prospect to Close with HubSpot Deal Stages

Kristin Harrison Kristin Harrison Posted February 15, 2016 2 minute read

 

Read More

Topics: Sales, Sales Training, Digital Marketing

Is your selling style the best?

Neal Lappe Neal Lappe Posted February 6, 2016 4 minute read

September of 2008 forever changed the world of B2B selling.  That’s the month the Great Recession began.  The years following forced buyers in the B2B space to change the way they interact with..

Read More

Topics: Sales & Marketing, Sales Training

Selling Skills - Proven Method to Increase Sales Close Rate

Neal Lappe Neal Lappe Posted January 24, 2016 2 minute read

Two of the top recommendations we make in our sales development engagements are 1) don’t waste time on unqualified buyers, and 2) seek to achieve a 100% closing rate on all qualified buyers. 

Read More

Topics: Sales, Sales Training

Sales Management - The Top Reason Salespeople Fail

Neal Lappe Neal Lappe Posted January 14, 2016 3 minute read

The failure rate among small business salespeople is alarming.  I’ve heard turnover figures as high as 40%.  Consequently, when small businesses hire salespeople to help them grow revenue, they..

Read More

Topics: Sales Training

How to hire a successful B2B salesperson – 10 step process

Neal Lappe Neal Lappe Posted January 2, 2016 4 minute read

If you’re looking to grow your company’s sales, hiring a successful salesperson can be monumental.  While there are other things necessary for sales growth (see article about sales process), this..

Read More

Topics: Sales, Sales Training

Ideas that inspire; delivered to your inbox.

Subscribe to email updates

Ready to Talk?

804-200-4545 OR Fill Out a Form

Contact Us