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

The 5 most important things that are important in serving Latin American Clients.

Posted by Gary Crosby on Mon, Jun 4, 2018 @ 11:06 AM



Growing your business to Latin America, try our top 5 tips to increase your success.


  1. Culture

There is no point in finding the ideal profile of your operators if your company does not have a culture focused on relating to your customers and having them as the focal point of your strategy. Make it very clear what the purpose of the company is, its vision, mission and values.


  1. Be friendly

Personal relationships have a strong influence on the way Latin American’s approach business. Before doing business with you, a Latin American business contact will want to get to know you as a person first. This takes time but the importance of forming good, local business partnerships cannot be overestimated.

  1. Examine your own approach

Latin Americans are very sensitive to the approach made by non-Latin Americans seeking to do business in their countries. The business approach with a nice attitude in most Latin American countries is very cosmopolitan, some having gained considerable experience abroad, travelling extensively.

Be aware of trying to impose your own way of doing things, or of trying to do things the American way, the British way, the German way etc. The Latin American way may not sit comfortably with your usual approach but that does not mean it will be bad for your business. And, being completely blunt, you are, after all, the one moving in. When in Rome (or Latin America)

  1. Understand the Latin American style of communication

Latin Americans generally are friendly, sociable, respectful – and they don’t like to offend. They are chatty (so meetings can last longer than expected. Many non-Latin Americans view this latter trait as negative. However, a ‘yes’ that means ‘no’ has the potential to move towards a ‘yes’ meaning ‘yes’, once the individual has had the opportunity to get to know you better. Complicated? Not really; not when you understand how it works.


  1. Slow down!

The pace of life in Latin America is very different to the UK. The pace varies from country to country but as a general rule of thumb, you are advised to allow at least 25% more time to complete projects in Latin America compared to the UK – and be prepared to be very flexible with time keeping.


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Topics: tips and techniques

The Truth Can Be Cute

Posted by Sean O'Neil on Tue, Oct 24, 2017 @ 08:10 AM

What is the truth. Doctionar.com say truth is:

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Topics: appointment setting, sales training, cold calling

Happy 14th Anniversary, Vendere Partners!

Posted by Sean O'Neil on Fri, Sep 1, 2017 @ 07:09 AM

Fourteen years ago this month, Jim and I started this adventure we call Vendere Partners.

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Topics: leadership, lead generation, appointment setting, sales, lead nurturing, qualified leads, B2B Sales

Top 3 ways your sales team can Sell To Deliver

Posted by Sean O'Neil on Mon, Aug 14, 2017 @ 15:08 PM

In the services world, you typically have sales and delivery of those services. More often than not, those divisions are silo’ed with limited communication and tons of frustration. Delivery develops a hatred for all sales people and sales develops a sense that delivery cannot deliver on time or budget regardless. The purpose here is to outline some ways we recommend to ensure sales and delivery are on the same page.

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Topics: prospect lists, leadership, lead generation, appointment setting, sales, outsourcing, qualified leads

Top things to consider in a B2B Appointment Setting Campaign

Posted by Sean O'Neil on Thu, Jun 1, 2017 @ 16:06 PM

  • From selling Microsoft solutions to managing Vendere Partners, we have had the opportunity of trying, failing and succeeding with B2B appointment setting campaigns many times. Based on our experience, the following are the top things we consider when starting a new campaign for a new customer.

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Topics: marketing, lead generation, sales, outsourcing, sales and marketing alignment, telemarketing, qualified leads, tips and techniques, B2B Sales

7 Methods for More Effective Lead Acquisition

Posted by Vendere Team on Tue, Aug 30, 2016 @ 09:08 AM

Lead acquisition is an essential aspect of your sales and marketing strategy. But it can often feel like an uphill battle trying to generate new leads, especially during the slow summer months when your pool of leads seems to slowly dwindle away.

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Topics: lead generation, qualified leads

7 Ways to Shorten the B2B Sales Process

Posted by Vendere Team on Tue, Aug 9, 2016 @ 08:08 AM

B2B is notorious for having long, drawn out sales cycles. One of the main reasons for this is the higher commitment B2B customers make to companies that sell to them than the typical B2C consumer. But the excuses surrounding the long sales process often hinder sales improvements.

Stop making excuses and take control of your B2B sales process by shortening your sales cycle with these 7 steps:

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Topics: sales, lead nurturing, qualified leads

The Key to Appealing Events: Consider Your Audience

Posted by Vendere Team on Tue, Jul 19, 2016 @ 08:07 AM

In-person interaction is one of the most powerful and personal marketing tools you can utilize. That is why in-person events are still very much alive and going strong even in today’s digitally driven world.

If you’re looking for a way to really connect with your leads and generate more sales, an in-person event is a great option. But it takes a lot of work to host an event, and before you start that work you want to be sure you’re making the best decisions to maximize your effort.

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Topics: events

How to Improve Sales in the Slow Summer Months

Posted by Vendere Team on Wed, Jul 6, 2016 @ 08:07 AM

Sunshine and summertime may sound appealing in theory, but for many businesses it means a painful slowdown in sales. This time of year means many prospects are taking vacations and enjoying a much needed break from technology like email, phone, or social media.

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Topics: marketing, sales

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