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B2B Articles

Jun, 09 2019 | B2B, Lead Generation, Networking, sales training

To Get B2B Leads, Pick Up the Damn Phone!

Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his […]

Apr, 29 2019 | B2B, Business Development, Newsletter, Referral Sales, Sales Leadership, Social Selling

Even in B2B, Customer Experience Defines You (April Referral Selling Insights)

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains […]

Oct, 11 2018 | B2B, Business Development, Referral Sales

Cold Calling Techniques Make Your Pipeline Fat, but Not Fit

Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers? Reps have their cold call list, and they go […]

Oct, 04 2018 | B2B, Business Development, Lead Generation, Referral Sales

They Actually Said My Sales Lead Generation Is Old School

But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. I don’t usually use […]

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