B2B Sales, Lead Generation and Marketing Blog

Shortening Sales Cycles

Posted by Jessica Bushey on Tue, Oct 23, 2018 @ 16:10 PM

Sales main goal is to generate as much new business possible in the shortest timeframe. One key point to achieving this is by decreasing the length of your sales cycle. First, you must break down the parts of the sales cycle, so you can see where the process can be shortened. Sales cycles generally have the following parts: prospecting, qualifying, pitching and closing.

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Topics: demand generation, tips and techniques, B2B Sales

B2B Revenue Generating Tactics: International

Posted by Vendere Team on Thu, Jan 7, 2016 @ 09:01 AM

Generating revenue is essential no matter what services your B2B offers, but it can seem a daunting task when expanding your business outside of the United States. Not only are you forced to learn and keep up with a whole new set of regulations and laws, but you also have to reach a brand new audience, create a new network from scratch, and introduce your brand in a way that resonates with this new market.

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Topics: marketing, content marketing, lead generation, demand generation, events

Content Marketing’s Relationship to B2B Sales

Posted by Vendere Team on Wed, Aug 21, 2013 @ 07:08 AM

Consistently generating engaging content for not just your website, but social media pages, can be a significant challenge, particularly if yours is a B2B company. A B2B company that primarily provides services or industry-specific, complex technologies typically has a much harder time coming up with snappy content that is relevant to its customers than your average B2C company. Nevertheless, B2Bs can no longer afford to shy away from the practice.

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Topics: content marketing, lead generation, demand generation

The One Question Your Customers Really Want Answered

Posted by Vendere Team on Wed, Aug 7, 2013 @ 06:08 AM

The Gillette Safety Razor ad from the 1950s or 60s that featured a baby covered in shaving cream and holding a razor probably wouldn’t fly today. Similarly, we probably won’t see anything like The Soda Pop Board of America’s “For a better start in life start cola earlier!” slogan being used in any modern marketing campaign. (Let’s hope we don’t!) Nevertheless, you have to admit that there’s something compelling about those ads from yesteryears. After you chuckle over what might be inappropriate or downright erroneous messages, you might take notice that old ad campaigns tend to be results-driven. They deliver results-driven messages. They make promises. They get the point across.

In the B2B space, and in the B2B tech sales space, in particular, sales and marketing professionals tend to overcomplicate things when it comes to messaging. We like to talk about how we developed our products and services, what our processes are like, and boast about the details and capabilities of our technologies, etc. There are times and places to talk about those things, but when you’re trying to get the attention of new prospects, it can be a lot more effective to simply state what the customer is going to get out of your product or service. If you think about, the one question every consumer—including you—always wants answered is: What is the benefit?

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Topics: lead generation, demand generation

Can Inbound Content Be Self-Serving and Still Generate Leads?

Posted by Vendere Team on Fri, Jul 19, 2013 @ 10:07 AM

At Vendere Partners, we recognize that it is a challenge to feel okay about giving away intellectual property while simultaneously touting your products and services. We recognize it because we struggle with this method to generate leads ourselves.

Take our last blog post. Throughout the post, we explained the benefits of outsourcing appointment setting functions. Then, at the end of the post, we not only invited readers to contact us for a free lead generation consultation, but to register to download a brochure on qualified appointment setting. (It is not lost on us that by mentioning these offerings again, and hyperlinking to Vendere web pages—again—that we are, in fact, putting forth content that is obviously self-serving.)

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Topics: content marketing, appointment setting, demand generation

Four Cold Calling Myths

Posted by Vendere Team on Wed, May 15, 2013 @ 07:05 AM

Don’t believe the hype! Despite the bad rap cold calling has been getting in the media lately, cold calling is still a valid, if not crucial, sales function, whether you’re the sales professional doing the dialing or the sales prospect with a want or need for the product or service that a company provides. Below, Vendere Partners dispels four common cold calling myths.

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Topics: lead generation, demand generation, cold calling

Four Fact Sets Every B2B Telemarketer Needs to Have on Hand

Posted by Vendere Team on Tue, Apr 2, 2013 @ 06:04 AM

Things like testimonials and case studies can be great content marketing tools, but when you’re on the phone with a prospect or sales lead, it usually doesn’t make sense to recite a customer testimonial or attempt to tell a complicated story of your successful dealings with a similar customer. If you’ve ever tried reciting something from one of your company’s content marketing pieces while on the phone with lead, you probably know how ineffective it can be. It can be downright awkward. Worst-case scenario, it can make you seem absolutely nonsensical.

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Topics: lead generation, appointment setting, demand generation

Outsourcing Appointment Setting is the New Norm: Is Your Sales Department Behind the Times?

Posted by Vendere Team on Tue, Feb 12, 2013 @ 07:02 AM

Appointment setting is a key part of generating sales if you’re working in the business-to-business (B2B) space. Unlike retailers, you can’t rely on in-store promotions or e-commerce to drive sales. You must set appointments and have conversations with prospects that have a need or an interest in what it is you are selling.

To keep the prospects you convert into customers, you must also keep the dialog going even after they convert.

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Topics: lead generation, outsourcing, demand generation

Just for Fun: 10 B2B Holiday Sales Jokes

Posted by Vendere Team on Tue, Nov 27, 2012 @ 07:11 AM

Q1 is a strong buying time. Don’t let the challenges that the holidays present deter you from giving your all when it comes to marketing your B2B products and services this holiday season. By launching vigorous sales and marketing campaigns in December, you just might be able to outdo the competition in January.

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Topics: demand generation, cold calling

Become an Email Marketing Guru

Posted by Vendere Team on Tue, Nov 20, 2012 @ 07:11 AM

When it comes to email marketing, everyone wants to know how much is too much. Should my company send out quarterly e-newsletters, bi-monthly e-blasts, weekly informational emails, a steady stream of text e-mails, a certain number of lead nurturing e-mails? How can I make an impact on leads and prospects without inundating them with e-mails and information they don’t want or need? What are the magic numbers?

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Topics: marketing, lead generation, email campaign, demand generation

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